Do Your Own Reference Checks

I know it takes a lot of time to do reference checks, time that you don’t really have. But DON’T succumb to the temptation of delegating this important aspect of the hiring process to the Human Resources department.

It’s not that HR professionals can’t do a good job. It’s just that, when dealing with salespeople, beyond checking dates of employment, etc, they don’t always know what to ask about, or how to interpret the responses.

Important information can be lost in translation when someone else does your reference checks for you. No one knows, better than you, what to look for in the answers (or non-answers) that you get because you know exactly how the answers relate to the role.

Get the HR people involved in helping you develop a reference call checklist that you can use. Just make sure that you add the sales performance and attitude questions that you also want the answers for.

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