Reducing the Risk of Hiring
How much does it cost you if you hire incorrectly? How much does it cost you if you hire in- correctly in the area of sales? National publications have estimated the fiscal impact of making a sales hiring mistake at an average of $250,000 per person. WRONG! When you hire in sales there is another element to consider. That person, good or bad has more contact with your client base than most any other department in your company. Simply put the estimated $250,000 is woefully low. The impact and financial loss is greater with each contact the sales person makes and falls short on.
With hiring safeguards abounding we should take this time to go back to basics. You should have a system in place to reduce your exposure to hiring mistakes. Exams are good; personality analysis techniques are also nice options, but nothing out paces personal observation. As a result the system described on these pages brings personal observation to a new level. System 3 allows you to evaluate a potential sales person based on the selling elements applicants use most frequently to persuade hiring managers. System 3 will focus on three areas that sales people hide behind during the interview process:
1) INTERVIEW: Most interviewees believe that they can fool most managers in an interview – how can you avoid this?
2) TIME: Use of proper time can alleviate most of the uncertainty you have about potential sales people – How can you use time more wisely, when are they most effective?
3) PRESENTATIONS: The goal of most sales activity is to get to a place where they present the product to a prospective client – How can you make sure the applicant is ideally suited to make such a presentation?