Many recruiting ads and job descriptions include "knockout factors" that can actually screen out qualified sales candidates. One example is a requirement that candidates have an undergraduate degree, a graduate degree, or a degree in a specialized field of study such as Engineering. Another example is a requirement that candidates have a minimum number of years of sales experience.
When my customers' recruiting ads and job descriptions include these types of knockout factors, I like to have a little fun with them. I say something like: "(Name), imagine that I have two candidates for your sales job opening. One of them has both the college degree and the five years of sales experience that are listed as minimum requirements in your recruiting ad. The other candidate doesn't have a college degree, and she only has two years of sales experience. But, she has relationships with dozens of C-level executives that are good prospects for your company's products and services. She could easily book fifteen appointments during her first week on the job. Which candidate would you prefer?" As you might expect, my customers always choose the candidate with the relationships. That is when I have to deliver the bad news: "(Name), unfortunately you will never see this candidate, because she is being screened out by your knockout factors!" If you want to improve the overall quality of your sales candidate pool, shift your focus away from education and experience and toward performance-based measures. How will you measure your new salespeople's performance during their first thirty, sixty, ninety, and 180 days? What activities will you expect them to perform? What results will you expect these activities to produce, and in what time frame?
Here is an outline for a recruiting process that focuses on performance-based factors:
If you ask performance-based questions and clearly outline your expectations for new hire sales performance, you will attract fewer poor candidates, as some will de-select themselves. You will also attract more strong candidates, as they will no longer be screened out by invalid "knockout factors". The end result will be a steady improvement in the overall quality of your sales organization.
Copyright 2005 -- Alan Rigg
Sales performance expert Alan Rigg is the author of How to Beat the 80/20 Rule in Selling: Why Most Salespeople Don't Perform and What to Do About It. To learn more about his book and sign up for more FREE sales and sales management tips, visit http://www.8020performance.com.
![]() |
|
![]() |
|
![]() |
|
![]() |
Do you know anyone who regularly wins bids? Or can... Read More
What does it mean to be an "effective executive"? Well... Read More
An effective way to increase your profits and sales is... Read More
Imagine increasing your business earnings by 30, 40, or 50%.... Read More
As you are reading this sales article, read very carefully.... Read More
Trust.One word.One very powerful word that can increase both first... Read More
How well do you know your community? As business owners... Read More
Small to medium companies that want to increase sales or... Read More
To put it mildly most companies sales forecasting just isn't... Read More
Bill Borders stepped up onto the podium. He had just... Read More
I have received a number of requests for advice from... Read More
You may have heard about the "summer slowdown". You may... Read More
Twiddling your thumbs and waiting for some business to come... Read More
If you really want to secure government contacts at the... Read More
You're a small company with a good product. You are... Read More
Inspiration and Management from Within ? Part 2.The more you... Read More
Are you involved in projects that seem to go nowhere... Read More
I don't even like saying the word d---------g. I have... Read More
The way we do business has changed dramatically over the... Read More
Things to watch out for when selling your product in... Read More
Many recruiting ads and job descriptions include "knockout factors" that... Read More
Seminars and events have always been implemented as a holistic... Read More
Corporate videos are an important sales tool that can often... Read More
In a classic business-to-business print ad from the late 50's... Read More
YIPPEE! Kendra won, or should I say, "She was hired,"... Read More
We all agree one of the most important parts of... Read More
Microsoft has used this online sales secret to become a... Read More
As spring moves to summer, the forecast should be for... Read More
Exactly what is CRMThe idea itself is nothing new; its... Read More
Money is the only thing that motivates a salesperson, right?... Read More
Here's the scene. You're at the trade show, having a... Read More
Q. What's the single, biggest change exhibitors can make to... Read More
No matter what you do, it seems, your employees do... Read More
If you want to maximize your sales performance, take a... Read More
These 4 marketing myths can cause you to lose sales... Read More
For many years as a sales manager, I would only... Read More
Are you dog tired because of the way you manage... Read More
Sales managers are an interesting breed, effective sales managers are... Read More
What does it mean to be an "effective executive"? Well... Read More
No matter what you do, it seems, your employees do... Read More
Everybody thinks that the businesses will slow down a bit... Read More
To put it mildly most companies sales forecasting just isn't... Read More
Bill Borders stepped up onto the podium. He had just... Read More
If you have a small business and you are looking... Read More
Small to medium companies that want to increase sales or... Read More
This month I want to share a success from a... Read More
As a group of sales trainees took a break from... Read More
The temptation to use straight (100%) commission plans never goes... Read More
This article may be reprinted in its entirety with express... Read More
It is very easy to fall into a trap with... Read More
There are four primary activities that successful salespeople engage in... Read More
Maximizing account penetration is one of the most critical functions... Read More
The way we do business has changed dramatically over the... Read More
The elements involved in building a sales force, especially one... Read More
The objective of an incentive is to incite action within... Read More
In 2000 a computer distributor hired me to help them... Read More
Trust.One word.One very powerful word that can increase both first... Read More
Exactly what is CRMThe idea itself is nothing new; its... Read More
Generous Donor RefusedPicture this. You are a fund development director... Read More
The American Business Journals produces a Book of Lists each... Read More
Targeting is the process of selecting high potential customer accounts... Read More
In a small midwestern town, the local high school of... Read More
An effective way to increase your profits and sales is... Read More
You've probably heard of focus groups. It's a tool that... Read More
According to former Harvard Business School professor David Maister, typical... Read More
Last week I got a call from Jose, who was... Read More
Sales Management |