Articles Tagged ‘Culture match’

25 Things You’re Lying To Yourself About When You Hire

Friday, April 5th, 2013

Let’s keep sales recruiting simple. Hiring is easy. Follow your gut, hire for rolodex, make sure there’s a culture match, and disqualify people quickly.

Just in case you need more details, here are 25 things you’re lying to yourself about regarding hiring:

1.Rolodex matters, and is the only thing that will get someone started when selling for a small business.
2.Are they late? Disqualify them. The excuse doesn’t matter.
3.See poor grammar in their resume? They’ll do the same thing in emails and proposals to clients.
4.Did they just tell you a dirty joke? smh…
5.Do you have an uneasy feeling about this person? Pay attention to it.
6.Cold calling is NOT the answer to your sales problem.
7.Only post an ad on Monster or Career Builder if you want to experience the onslaught of unqualified resumes that don’t match your requirements and forget that they even applied to your posting.
8.Invest money in hiring. You get what you spend.
9.Your next hire is two introductions from relationships away.
10.Expect to spend at least 2 months from search start to hire date.
11.Ask applicants for referrals to other applicants.
12.Straight commission only works if you have a short sales cycle, established product and/or company, proven sales system and KPIs, and a documented training system.
13.Create a documented sales strategy that applicants can believe in.
14.All applicants lie. All of them.
15.All references lie. Yes, all of them.
16.Personality testing is not pass/fail. Only use it as PART of the entire applicant picture.
17.Test everyone.
18.Just because they’re hot and a woman doesn’t mean that they will sell.
19.Stop being lazy. Pick up the phone and sell. Yes, I’m talking to you Mr. Business Owner.
20.Save old applications. They’ll be looking for a new job in 6 months.
21.Make applicants PROVE that they can do the job.
22.Hiring is a numbers game.
23.Over-pay for OUTSTANDING talent.
24.After hiring, you will know whether or not someone is a good fit within the first 30-days.
25.Is the person that you’re about to hire over-qualified and will be underpaid at your company? Don’t hire them. They’re taking your job as filler.
26.*BONUS* – Do they smell? All of your clients and prospects will notice too.
27.*BONUS* – Everyone leaves. Everyone.

Jamar Cobb-Dennard
jamar@jamarspeaks.com

Indianapolis Business Journal Recognizes Outsourced Sales Force Principal Jamar Cobb-Dennard as ‘Top 40′ Professional

Indianapolis, IN (February 4, 2013) – The Indianapolis Business Journal released its annual Forty Under 40 list, and featured Outsourced Sales Force owner, Jamar Cobb-Dennard.

“I count this as a true honor,” remarks Cobb-Dennard. “I am humbled to be counted with a group of true superstars and leaders for the city of Indianapolis.”

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