February 3, 2009
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Everybody is Good On a One Hour Date
Tim Roberts
Ever put a price tag to a hiring mistake? Danged if it doesn’t cost a lot more than you think.
I watched a manager not long ago pull his hair out as he explained in agonizing detail every flippin’ penny wasted on a guy that never should have been interviewed let alone hired.
“We wined him, we dined him, we guaranteed money – without any agreed upon expectations; he was given a car, unlimited miles, unlimited expenses. We provided the laptop, the cell phone, an anybody-could-sell-premium-territory-and-prospect list. He was given every health benefit known to man and we told everyone on the planet about our new ‘gun.’ We got nothing in return.”
Only had I a camera. The picture of his face would have sold my services for years to come. You could tell he was a tortured soul. You could tell he had taken the heat from company ownership regarding the lack of a hiring methodology. You could tell he had relied on his gut while making the crucial decision.
Everybody is good on a one hour date. Salespeople have plenty of people skills. They can find your hot points faster than grandma in the kitchen. They’ve had as much interview practice as Larry King. Rod Blagojevich calls them for advice.
When hiring your sales team – the lifeblood of your company - consider the S-E-A-R-C-H model:
| S | - | Skills. How are they at prospecting, Bonding and Closing? |
| E | - | Experience. What have they done in the past? |
| A | - | Ambition. What is their ambition, drive and objectivity? |
| R | - | Results. How well they’ve performed? |
| C | - | Cognitive. What are their problem solving skills and self-awareness? |
| H | - | Habits. What is their pipeline management plan and initiative? |
This is the 30,000 foot view. If you’re curious about what we know about salespeople here at Trustpointe, pick up the phone. Spending 11 hours a day 5 days a week with salespeople gives us insight.
Or buy yourself a box of price tags.
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Trustpointe, Inc.
6666 East 75th Street, Suite 150
Indianapolis, IN 46250
Copyright ©2009 Trustpointe, Inc. All Rights Reserved.
