Better Questions Help to Set Your Sail
Much of what's discussed these days regarding how to hire top sales talent centers around the candidate (experience, skills, etc.) and tactics (systems, applications, etc.). And while these factors are important, they are only one part of the total equation.
Are You Really Clear About What You Need?
Let's begin with investigating our ability to know what's really happening in our own sales environment. Many sales leaders approach hiring the same way they always have. It's probable that some of the tools and tactics they use may have been renovated along the way but the core components are "theirs".
“...mediocre people find their way into sales positions... because when it comes to even the most important positions, our selection decisions are a good deal less rational than we think.” ~ Malcolm Gladwell, Blink
The Bottom Line: Many sales leaders believe that they possess a sixth sense when it comes to selecting new hires for their sales organization. As we will discover in the next post, this voodoo hiring approach rarely works. High turnover, under performance and leadership issues are the most common outcomes.
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