If you are like most of the salespeople we work with, you are trying to ensure your momentum as you look ahead to the second half of 2013. And, like many sales teams, you may have open positions. In your haste to fill a position, don’t make the mistake we see frequently: insufficient due diligence in the recruiting process. Stacking your team with “A” players (and not someone else’s castoffs) will give you the best chance of winning the sales game.
Recently, I attended a local sales-and-marketing executive meeting that featured a guest speaker who spoke about effective hiring practices. As the presentation unfolded, it became clear I had picked up some bad interviewing habits over the years and my candidate-search methods were stuck in the Sales 1.0 world. Because my goal is to attract great candidates, I realized my processes needed some improving.