Hiring A Salesperson & Football
You may be wondering, what could hiring a salesperson have to do with football? Well, Imagine the NFL draft being conducted in a bar. Further, imagine that the players being drafted are all “armchair” athletes. You know the ones, the guys who know all the right plays to run, know when to blitz and when to drop into a zone defence. They talk a great game!
What is different from this draft is that they are being drafted based on their “game TALK”. At draft time no coach has seen any player in a real game let alone a practice. All they have observed are the potential draft picks sitting around the TV barking out instructions to the players on the field on what plays to run and how they would do it so differently if they were in the game. They sure sound like they know what they are talking about – so this “should” mean they would be just as good on the field as they are sitting in their chairs.
We all know that an NFL team (or any other professional sports team) would never draft a player without seeing them on the field in game conditions. Coaches know the difference between a player who is all “talk” and one that executes on the field. When hiring a salesperson, interviews can be that deceiving “talk” that will make you believe they will perform well on the job without them having to show any proof they know what they are doing on the job.
So, if this is the way professional athletes are hired, why not incorporate the same rules and hiring process when hiring a salesperson?
Hiring a salesperson can be very difficult. They are just too good at telling you and your hiring team how good they are, how they will be the top salesperson and what needs to be done to be successful. Hiring teams need to look to the professional coaches of the world and take a lesson on how to get past all the “talk and hype” of the interview and get into the real world of selling. Can you sell or not? More importantly, can you sell what we sell and in our market conditions? The only way you and your hiring team will find out will be to put the candidates on the field and into some real life game situations and see how they react. You will be surprised to see who your next star becomes and who should be passed up in the draft. Next time you are hiring a salesperson, be sure to talk to us at Hire Results Ltd first!
Craig Bissett is President of Hire Results Ltd, developers of the Hiring Simulation Assessment process. This process allows hiring teams to TEST DRIVE or see candidates in action BEFORE hiring a salesperson.