Why Do Great Hires Make Lousy Employees?
In recruiting the adage “What you see is what you get” doesn’t apply.
Recruiting salespeople is a speculative business. The first step in minimizing your exposure to hiring mistakes is to use a sensible approach.
When buying stocks and shares we heed the disclaimer that says: “Past performance is no guarantee of future results,” yet we fail to apply this logic when making investments in salespeople.
Relying on resumes and references that testify to previous successes is no guarantee of future results. Yet we base critical hiring decisions on those things. Why?
Rarely are the proper checks and balances to predict job performance put in place despite their relative low cost and proven effectiveness. Why?
Similar problems can be found throughout the recruiting process including the interviewing and selection steps.
