The Downside of Hiring Under-Qualified Candidates

Everybody seems to be concerned about hiring an overqualified candidate. This tip takes you to the other extreme "”  the downside of hiring the under-qualified candidate.

It’s tempting from a salary point of view to hire the newbie to sales. The problem is that a salesperson’s job is to get sales (income) but the newbie doesn’t really know how to sell and therefore ends up costing you more than he brings you.

This cost deficit is not only measured in money, but in management time, lost sales, lost opportunities, and lost customers. An untrained and under-qualified candidate can do unimaginable damage to your business.

It’s like recruiting someone into the army, giving him a rifle but no ammunition or target practice, and telling him to go to war. Bad news!

Even a seasoned salesperson can take six to nine months before he’s paying for himself and contributing to your company’s bottom line. An untrained and untried salesperson can take twice as long to get there. Some never do become profitable enough and have to be let go for non-performance.

If you want to hire a salesperson, hire a salesperson, not someone who is aspiring to be in sales. While it goes without saying, I’ll say it anyway, our Sales Temperament Assessment can assist you in determining a person’s suitability for sales.

When should you hire a newbie? Do it when you have no other choice or if you have an extensive in-house training program to bring the person up to speed. Otherwise, save yourself the pain and grief.

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