Early Signs of a Bad Hire

My three daughters are in their 20s and I can easily connect the dots between their behavior as toddlers and their outcome at present:

• Kati was outgoing and talkative then and now;
• Emma had a fun-loving twinkle in her eye that is still there;
• A two-year-old Madeline once told me, “You stay here. I’ll be right back.” Then, she proceeded to go for a long walk around the perimeter of the picnic grounds before returning. Today, at 21 years old, she has been on six continents.

So, why should salespeople be any different?

Your new sales hire will demonstrate habits and characteristics in the first 30 days that are very unlikely to change. That four-week time period tells you all you need to know about the likelihood of the rep’s long-term success.

Are you listening?

Are you watching?

Are you paying attention?

You can save yourself a fortune in payroll and training expenses simply by taking note of the pluses and minuses your new salesperson showing, early in the process. Act on them. If you don’t like what you see, either fix it or cut the cord and move on. It’s not going to change on its own.

Want more?

Go to sales.epicomm.org for more free sales training content such as blogs, tips, and white papers that can be downloaded.

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Bill Farquharson can be reached at (781) 934-7036 or bfarquharson@idealliance.org

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