6 Common Mistakes in the Sales Hiring Process

Is lack of sales results, more sales training costs, months of unearned salary and damage to your company's image or reputation your company's method of NOT finding good salespeople? For most companies it is!

The "trial and error" method of hiring salespeople is very costly to a business. Without a viable way to hire quality sales people everyone in the same organization is negatively affected. Without revenues there often are not adequate human and financial resources to best service customers or grow the business.

"Sales" Pays the Bills

If you're a seasoned business owner or a manager of a business, you learn that sales fixes most business problems ? in other words, when sales revenues are strong, you can more afford to make business mistakes or throw more money at any number of business problems. However, when sales are down you cannot afford any level of unnecessary incremental cost.

Zig Ziglar, the famous sales trainer, once said, "Sales people are really the only people in business who pay the bills!" For vital, revenue generating positions like sales, businesses cannot afford a trial and error method of finding quality sales personnel.

Show Me the Way!

Hiring quality employees has always been a major challenge for any business owner or manager. Hiring mistakes are common no matter the business function and most are directly attributed to six fundamental hiring mistakes:

1) Assuming the hiring manager knows how to qualify people

Being able to effectively interview and qualify people, like any other skill is not an innate talent. Some people are better than others at assessing hire candidate's potential. As a hiring manager you must seek others perspectives of candidates and establish an interview team for each open position, than collectively discuss each candidate for optimum results.

2) Not defining EXACTLY what you are looking for in a new hire

The adage: "If you don't know what you want you'll never get it" applies in hiring salespeople. When you establish an interview team, document a comprehensive job description with duties and responsibilities clearly defined for each interview team member. Be sure to list desirable talents, skills and areas of knowledge. If you want multiple perspectives on candidate traits or experiences, have each person focus on a limited number of desired skill sets.

3) Assuming specific business functions know how to hire "like"

talent

Do sales people best know how to hire other sales people? Not necessarily! Just because someone is capable in a specific job function does not mean they know how to hire people with the same level of talent.

4) Over emphasizing a hire candidate's personality or "looks"

This one is obvious, but, one of the most common hiring mistakes.

5) Not effectively checking previous employment references

If you consistently miss critical insights into a salesperson's capabilities, motivations or character prior to hire, it is generally because you chose not to or did not effectively investigate a candidate's previous employment history. Given the potential cost of a poor hiring mistake, it makes financial sense to spend a nominal amount of money and have a professional check out a candidate's references.

6) Hiring in your own likeness

Everyone likes to hire people who either have their same; background, education, philosophies, interests, motivations or friends, but, more often than not, this is a major mistake. Sales team diversity is critical to long term sales success.

If your organization can establish an effective program to evaluate potential new sales personnel on a probationary basis you can also significantly reduce your hire risks. Establish a legal document whereby the candidate and your company mutually agree to a 4 to 6 month "mutual evaluation period". Define upfront all position performance metrics for the candidate and a clear financial remuneration to be paid if they do not meet the performance thresholds. Be sure this agreement is written by a qualified attorney. If the "honeymoon" is wonderful, there is a good chance the marriage is going to be a success!

Organizations have a shared responsibility to hire the best selling talent possible. Whether you seek experienced sales people or "rookies" with just energy and attitude, a disciplined approach to PRE-qualifying tomorrow's sales superstar is paramount. If you cannot find quality sales people, don't compromise!

About the Author:

Mark Smock is President of http://www.business-buyer-directory.com, the FIRST International business buyer directory of its kind. Business Buyer Directory provides a non-traditional means for proactive business buyers to locate businesses for sale worldwide that meet their exact registered purchase criteria.

In The News:


pen paper and inkwell


cat break through


Never Trust a Silent Customer

Imagine you run a pizza parlour. You have all these... Read More

The Achilles Heel of Management Coaching

While heading home at day's end, you begin reflecting on... Read More

Are Your Sales Meetings Boring?

Many sales meetings are boring and a waste of salespeople's... Read More

How to Develop a Proactive, New-Business Sales Team!

I don't know about your business but in my experience... Read More

Producing Premium Performance

One of the major issues that arises in managing a... Read More

Beyond the Golden Rule

There are several types and sub types of people in... Read More

Determining Sales Fit; the Key Growth Process for Your Business

Help your organization grow by assessing the right indicators in... Read More

Getting Off The Advertising And Sales Rollercoaster

Seeing the results of advertising your business can be like... Read More

Leadership - How To Turn The Vision Into A Reality

Be clear about where you are now. Audit your strengths... Read More

A Fracas in the Franchise - Keep Your Customers by Keeping Your Workers

As a previous owner of a Franchise I know the... Read More

8 Line Items of a Trade Show Budget

Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More

Retail Operations - Effective Branch Manager Support and Guidance

Performance and behaviour management is by far the most difficult... Read More

Profitable Relationships: Is It Amateur Hour or King of the Hill?

"We're in the relationship business?...airplanes are what we use to... Read More

8 Procedures to Take Control of Sales and Marketing

The Cash to Cash Cycle Part Three of SeriesWe're sprinting... Read More

Not Enough Fresh Sales Leads? Marketing is the New Sales

Your sales are down and leads are rare. The phone's... Read More

Raise Your Fees Overnight!

Do you want to make more money?Yes, I guess that... Read More

Keeping Your Sales Team Motivated

Sales managers frequently approach me for advice on how to... Read More

Discounting Your Way Into Sales Oblivion

I don't even like saying the word d---------g. I have... Read More

Five Steps to Maximize Success in Targeting For Growth

Targeting is the process of selecting high potential customer accounts... Read More

Sales Plan? Whats a Sales Plan?

In the past, if you said the word "plan" to... Read More

How To Use A Powerful Leadership Tool To Step Up Sales Results

Good sales people can close, but few "step up" for... Read More

How Exhibitors Can Move More Attendees Closer to Buying

Q. What's the single, biggest change exhibitors can make to... Read More

Sex, Drugs, & Rock-n-Roll: Trade Show Traps and Tips

Sex, Drugs & Rock-n-RollHere's the Scenario...You're at a trade show.... Read More

The Boss from Hell: Quick to Criticize, Slow to Praise

So you have a boss who dumps all over you... Read More

Snuff Out the Competition Without Leaving a Mark!

Does the competition drive you crazy? Are they relentless about... Read More

We Will Make It Back----- A Fictional Story Based on Fact About Sales Management Success

Bill Borders stepped up onto the podium. He had just... Read More

4 Marketing Myths Threaten Your Sales

These 4 marketing myths can cause you to lose sales... Read More

Project/Program Management Best Practices for Success in ANY Industry!

Where is our success? Although there have been improvements, over... Read More

Run a Productive Business From Your Car-Office

The way we do business has changed dramatically over the... Read More

Shorten Sales Cycles in Complex Sales Environments

Help buyers discover the answers they need to understand and... Read More

Hiring--A Vital Key In Sales Management Success

Recently, I was asked to spend some time on the... Read More

Sales & Marketing Plan Strategies

Design and Implementation of a new Sales & Marketing campaign... Read More

Set Yourself up for Trade Show Success

Of the many mistakes small business owners make, a big... Read More