Failing to Hire Sales Candidates


It’s Monday afternoon and your best salesperson just submitted his two week notice because he’s moving to out-of-state. Why didn’t he warn you? Doesn’t he know you’re in the middle of your busiest quarter in three years?

You haven’t needed to hire someone for at least six months.  The process took you months to train him, but you don’t have time to do that now. Plus, you don’t have a hiring process anyway. You were blessed last time with a referral from a fellow business owner.

Panic sets in and you begin to ask yourself, “Who do I know?” but you come up blank and start asking current employees who they know. You find the three year old job description in the back of your desk drawer and post it on the fridge in the break room.

Great news! Your office manager’s brother-in-law might is between jobs (his unemployment is about to run out) and he sold knives and magazine subscriptions in college (12 years ago.) You meet with him and spend 40 minutes talking about his last four jobs, his goal to make $100K next year, and the recent high school football game where his kid plays cornerback. “It’s better than someone unknown,” you think. You can train him! He’s a nice guy!

This, my friend, is the WRONG person for the job! And you know it. Yet, you just don’t have the extra time, energy, and possibly money needed to find Mr. or Ms. Right. In a nutshell, you’re doomed until you can stop, gather information and put together a plan.

So where do you start? You need sage advice and possibly some help – but from where? An experienced business coach, business mentor, or sales trainer may provide objectivity and a fresh perspective on where to get help.  They may suggest outsourcing this hiring function to recruiting professionals.  Traditional contingency search firms is one alternative.  Recruitment Process Outsourcing is another viable solution.

If your  past hiring efforts have not delivered the results you desire, perhaps it time to try something different.

Remember . . .hiring the wrong person even with the right intentions will usually come back to bite you.

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