Archive › Hiring Traps

Know What You’re Looking For In a Salesperson

If you’re looking for the ideal or perfect salesperson, look no more. They don’t exist. What’s “perfect” for you and your company depends entirely on what you sell, your selling environment, and the prospects you sell to. Every sales position has a degree of uniqueness about it. Smart companies take the time to define what […]

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Don’t Let HR Hire Salespeople

One of the hiring traps many companies fall into is letting HR hire salespeople. I apologize if this blog annoys HR practitioners but the simple truth is that most (not all) HR people are unqualified to hire salespeople. What they are extremely good at is managing the hiring process and understanding the legal aspects of […]

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Prime the Witness When Doing Reference Checking

I’m usually not a big fan of asking leading questions of a referee. But when I’m doing reference checks for sales candidates, I’m all for priming the "witness" before conducting the interrogation. Why? Because it helps avoid getting those sometimes ill-deserved, glowing reports during your reference-checking process. By telling the referee in advance the concerns […]

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The “Hi Good-Looking” Trap

According to an article in the Harvard Business review, 33% of all hiring decisions are decided on appearance alone. This is great for people who use this technique as all they need is a photo or video of the candidate to make their decision on. I’m being facetious of course. Obviously the candidate’s resume is […]

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Hiring “No-See’em” Salespeople

You’re probably wondering exactly what is a no-see’em? These are salespeople that your customers don’t see. Usually they don’t see them because their only contact is by telephone. Telephone selling is often considered at the low end of the selling food chain and, as such, is low paying and attracts immigrants and other people with […]

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