Hiring great sales reps means weeding out bad ones — especially those who interview well and come highly recommended by others, expert sales coach Barrett Riddleberger often notes in his Media Information Bureau columns.
Now, Riddleberger gets behind the camera to share an expereince he had with a client who was considering a top sales candidate.
“This was headed for disaster until…”
By Barrett Riddleberger
All indicators were that this sales candidate was a perfect fit for the role.
They had a track record of success, tenure and multiple recommendations. This would have been an easy hire with minimal concern. Management had great expectations that the sales rep would quickly become one of their top performers.
However, we discovered a hidden issue that would have derailed this person’s career. Fortunately we found it before my client made the sales candidate a job offer.
After a thorough review of our findings, my client passed on this candidate and pursued a different applicant.
I share this not so uncommon story in order to help hiring managers take and in-depth and objective view of candidates before hiring sales reps. If not, you could be making a costly mistake.
Barrett Riddleberger is the founder and CEO of xPotential Selling, and the author of Blueprint of a Sales Champion: How to Recruit, Refine, and Retain Top Sales Performers.