Like the popular television shows “Survivor” and “American Idol,” this recruiting process will eliminate potential salespeople along the way until the outstanding winners remain.
It has always been amazing to me that some builders and sales managers will spend more time researching the purchase of a computer than they do screening and hiring the salespeople who will be responsible for generating the company’s revenue. Oftentimes they will just hire people because they are experienced. To understand how costly this practice can be, let’s check the meaning of the word. Experienced can be defined as “events lived through” or “knowledge or skills gained over time.” But, are those knowledge and skills the right ones required at this particular time? Take, for example, someone who has played golf for 10 or more years without the benefit of serious teaching and coaching with a world-class golf instructor. Most probably, their skills leave much to be desired, yet they are experienced.