Stay Objective When Hiring Salespeople

It’s far too easy to either fall in love with a sales candidate (the halo effect) or develop an instant dislike (transference). What generally happens with both the halo effect and transference is that the person under scrutiny reminds you of someone who you either really like or really dislike. If you find yourself moving too far in one direction or the other, pause and make note of the fact and why it might be happening.

It helps if you can identify the person you are thinking about or comparing the candidate with. This often helps you to better understand your feelings and often results in you being able to disconnect your feeling for the candidate from the other person.

If you’re going to make a good hiring decision, it’s critical that you remain objective to the very end of the hiring process. To do otherwise can skew the decision, often in the wrong direction.

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