Mistake #9 Inconsistent recruiting and selection program.
We have all hire somebody that didn’t work out the way we thought they would, so we all know the cost of a bad hiring decision….or do we? What about those candidates that we don’t hire? I learned this lesson years ago when I rejected on particular candidate who then continued to pursue a position with our company, was eventually hired by another region manager, and within 12 monthes was ranked in the top 5% of our 1,500-person sales organization. He re-introduced himself at our company’s Achiever’s Club trip with, “Hi remember me?” OUCH!!
Here are the most common mistakes sales managers make in the recruiting & selection process:
► Fail to try new methods of recruiting to increase applicant flow.
► Fail to identify hiring criteria (must-haves and nice-to-haves).
► Fail to develop targeted questions that uncover whether or not a candidate possesses the success charateristics.
► Fail to expose the applicant to the realities of the job before a hiring decision is made.
► Fail to identify indicators in past behavior that may indicate future success.
► Talk to much during the interview.
► Fail to poll others in the organization for their opinion on the candidate.
► Becoming distracted by daily pressures and short-circuiting the interview process.
