{"id":53905,"date":"2021-10-28T18:34:51","date_gmt":"2021-10-28T17:34:51","guid":{"rendered":"https:\/\/www.salesstep.com\/?p=53905"},"modified":"2021-10-29T13:48:44","modified_gmt":"2021-10-29T12:48:44","slug":"wrong-hires-in-sales","status":"publish","type":"post","link":"https:\/\/www.salesstep.com\/de\/wrong-hires-in-sales\/","title":{"rendered":"“Wrong Hires” in Sales"},"content":{"rendered":"
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\"Wrong Hires\" in Sales\u2013 an undesirable phenomenon for hiring managers worldwide<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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When hiring salespeople, every employer wants to make the right decision and hire the most suitable candidate for a specific role in their sales team. Often, however, there are certain characteristics of a sales candidate that aren\u2019t easily spotted during the recruitment phase. Examples are Mental Fitness, Motivational Drives and development potential. This results in employers making decisions that later prove to be a mistake or as it is often called a \u201cWrong Hire\u201d.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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To validate this hypothesis, we conducted a research survey among our 40 partners and over 1000 users globally. The results of this survey show us that 67% of the respondents<\/strong> have experienced a \u201cWrong Hire\u201d in Sales.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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This is a staggering number of wrong hires if we would extrapolate this to the total number of hiring decisions a commercial manager has fulfilled during his or her professional career.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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Moreover, wrong hires are considered very costly to a company in several ways. Example of associated costs of \u201cWrong Hires\u201d are: opportunity losses, direct and indirect costs.<\/em><\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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To begin, we have \ud835\ude25\ud835\ude2a\ud835\ude33\ud835\ude26\ud835\ude24\ud835\ude35 \ud835\ude24\ud835\ude30\ud835\ude34\ud835\ude35\ud835\ude34<\/span>. These are the costs incurred during the recruitment process, and they involve, for example, hiring an external or internal recruiter, scheduling and conduct the interview etc. What these costs also include is the training you provide the newly hired with. Therefore, direct costs of a bad hire, according to the U.S. Department of Labor, are at least 30% of the employee’s first-year earnings.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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However, much more significant are the “hidden” \ud835\ude2a\ud835\ude2f\ud835\ude25\ud835\ude2a\ud835\ude33\ud835\ude26\ud835\ude24\ud835\ude35 \ud835\ude24\ud835\ude30\ud835\ude34\ud835\ude35\ud835\ude34<\/span> involved in wrong hires. An example for such costs is decreased productivity not only of the wrong hire, but also of the whole team since working in a team is based on interdependency and the actions of a single employee affects the results of the team as a whole. This leads to further delays in the business and therefore, potential loss of clients. Furthermore, a wrong hire may damage the company\u2019s reputation by not delivering the service level and the customer experience that a customer expects of the company.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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Furthermore, there are \ud835\ude30\ud835\ude31\ud835\ude31\ud835\ude30\ud835\ude33\ud835\ude35\ud835\ude36\ud835\ude2f\ud835\ude2a\ud835\ude35\ud835\ude3a \ud835\ude2d\ud835\ude30\ud835\ude34\ud835\ude34\ud835\ude26\ud835\ude34<\/span> associated with hiring the wrong person. One of them is the time allocated for onboarding and training of a wrong hire. This time is considered a loss due to the fact that it could be utilized in a different, more productive way \u2013 namely, by being devoted to people that deserve the coaching and attention. Another example is the loss of potential customers. Similar to retaining the existing customers, wrong hires frequently miss the opportunity to acquire new customers for the company due to their lack of motivation and decreased productivity.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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All things considered, the overall costs of a \u201cWrong Hire\u201d can go \ud835\uddf4\ud835\uddfc \ud835\uddee\ud835\ude00 \ud835\uddf5\ud835\uddf6\ud835\uddf4\ud835\uddf5 \ud835\uddee\ud835\ude00 $\ud835\udfed\ud835\udfec\ud835\udfec.\ud835\udfec\ud835\udfec\ud835\udfec.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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Given the all these significant costs and the results of our survey, we can conclude that \u201cWrong Hires\u201d are a very common problem that costs firms not only a tremendous amount of money, but it also harms the image of the firm and hinders its development.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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The good news \u2013 we now have an excellent solution!<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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\n\t\t\t\t\t\t\t\t\tThis month we launched our newest product:\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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SalesStep-Select - the sales candidate assessment<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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SalesStep-Select is a shorter version of the successful SalesStep online sales assessment.
It is specifically catered for selecting Salespeople, effective recruitment and uncovering the actual state of their Sales Mindset. It takes only about 15 minutes to fill in and measures 15 sales competencies and will cost you only 50 euros. Therefore, it\u2019s the perfect tool for avoiding wrong hires! With SalesStep-Select we are committed and convinced that your Wrong-Hire rate drops with the staggering 80%!<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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\n\t\t\t\t\t\t\t\t\tEager to learn more about it? Contact us as info@salesstep.com\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>","protected":false},"excerpt":{"rendered":"

Often, there are certain characteristics of a sales candidate that aren\u2019t easily spotted during the recruitment phase. This results in employers making decisions that later prove to be a mistake or as it is often called a \u201cWrong Hire\u201d.<\/p>","protected":false},"author":8,"featured_media":53906,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[191],"tags":[],"class_list":["post-53905","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-recruitment"],"yoast_head":"\n"Wrong Hires" in Sales : SalesStep<\/title>\n<meta name=\"description\" content=\"There are certain characteristics of a sales candidate that aren\u2019t easily spotted during the recruitment phase. 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