Posts tagged: hiring best practices

3 Sales Managers In 3 Years. Whose Fault Is It?

Q. In the last three years we have hired and fired three sales managers. The last one lasted only 3 months. They all seem to have the right experience, skills and they interview well. Once on board though they either don’t seem to deliver the sales or don’t fit. Any suggestions on how to get [...]

Thursday January 26th, 2012 in , , , , , , | 1 Comment »

Hiring Mistake #3 – Inappropriate Prerequisites

Hiring top talent is not the same as ordering in the drive-through line at your favorite fast food restaurant. In many companies, the hiring process is a comprised of picking items off a short list. “I’ll take a cheeseburger, no onions, fries, and a medium vanilla shake.” What does this sound like outside of our [...]

Sunday January 8th, 2012 in , , , , , , , , , , | No Comments »

It Takes Too Long To Hire Someone

Q. Our hiring process takes too long. By the time we start the search and hire someone it might be 3 or 4 months. Any suggestions on how to reduce the time it takes to hire someone? Depending on the level of the person this may not be all that long.  I find the biggest [...]

Thursday January 5th, 2012 in , , , | No Comments »

It Is Harder To Find People When Unemployment Is High. Here’s Why.

Q. We have run ads on the job boards for two manager level positions and only received about 30 resumes. We expected to have more resumes than we could review in a reasonable time frame.  There has to be a good reason for such a low response rate. For years when we were hiring for [...]

Thursday December 29th, 2011 in , , , , , , | No Comments »

How To Lower Your Risk When Hiring Salespeople

Q. We hire sales reps to be out in the field. Some are not even in Southern California. Hiring successful salespeople seems to be the most difficult hiring we do. How can we ensure they aren’t just selling us in the interview? This is one of the most asked questions I receive from my clients. [...]

Thursday December 22nd, 2011 in , , , , , , , | No Comments »

Are You Using Best Practices or Worst Practices in Hiring?

In many of my Vistage and TEC presentations with our popular You’re NOT the Person I Hired speaker program, members consistently slap themselves in the forehead, start sweating, hairs go up on the back of their neck, and they frequently challenge me on why I am creating so much pain around hiring. I’m convinced this [...]

Monday November 21st, 2011 in , , , , , , | No Comments »

Why Hiring Fails: Hiring Mistake #2 – Superficial Interviewing

Next to not defining success, superficial interviewing is the second most common mistake made in the hiring process that leads to hiring failure. There are two key elements to effective interviewing: Asking the right questions and validating the truth in the candidate answers.   Asking The Right Questions Where do most CEOs, Executives, and Managers [...]

Sunday November 13th, 2011 in , , , , , , , , , , | 2 Comments »

An Easy Hiring Mistake To Fix

Q. Are there common mistakes companies make when hiring that could be easily avoided?  The most common mistakes are a manifestation of the most common problems with hiring. The biggest problem with hiring is that few companies invest in training their managers on how to hire. Since many managers are not trained, mistakes abound. If [...]

Thursday October 27th, 2011 in , , , , , , , | No Comments »

Why Hiring Fails: Hiring Mistake #1 – Inadequate Job Descriptions

In one of my last blog posts, I mentioned that I would take the Study we did within the Vistage/TEC Community on Hiring Failure before we wrote our book, and explore the Top Ten Reasons Why Hiring Fails in most companies in greater depth. This blog article explores the first and most critical hiring mistake. [...]

Sunday September 11th, 2011 in , , , , , , , | No Comments »

Do you measure call reluctance when hiring sales professionals?

Do you dig deeply like a detective to measure call reluctance in a potential sales candidate? Why do so many “previously” successful sales professionals fall victim to call reluctance when they come to work for you? I hear this complaint put forth by many CEOs in the workshops I teach on how to hire top [...]

Sunday September 4th, 2011 in , , , , , | 1 Comment »
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