13 Reasons for Poor Sales Hires by Hard Working Sales Managers

Posted on March 16, 2009
Filed Under Recruiting by Numbers

Do not use multiple sources for finding job candidates.
Source for candidates just before they need a position filled.
Rush through hiring without a multistage process … interview and then hire (a pipe process instead of a funnel).
Have not analyzed and do not know the top 6 personality traits necessary in top performers for industry sales competence.
Do shoot-from-the-hip non-structured interviews without questions designed to discover competencies, important personality traits, and character attributes.
Recruit personality traits and sales skills over character values like honesty, personal responsibility, and hard work ethic.
Do not use a validated personality profile.
Sell their company to candidates during MOST of the interview time. They even sell themselves on the candidate.
Talk more than the candidate does during an in-depth interview.
Do not involve other employees during final interviews.
Save candidates when they struggle with a question – sometimes even giving them the answer.
Hire candidates when only their instinct says yes.
Hire candidates when their instinct says no.