Welcome to the first in a series of emails from Burrall Associates. This column has evolved from frequently asked questions we encounter when helping companies push for their greatest potential. If you have a topic you'd like to see addressed, email it to mark@burrallassociates.com and we'll consider it for future emails.
When you don't know who you're Looking for, anyone will do
Mark Burrall
In my work with business owners helping them hire sales performers, I'm often amazed that little thought is given to the "Who" factor. While an accurate job description - the "What," which I'll address in my next email - is important, even more critical is a definition of the PROFILE of person you're looking for.
Nationally recognized speaker Ian MacDougall says, "Businesses usually hire people for what they know. They fire people for who they are." In other words, you might have someone on your staff who gets the job done, but if they're a pain to have around, what's it worth?
Should your next sales person be a hunter or a farmer? An account manager or a new business developer? Technically knowledgeable or the type who can absorb just enough to be dangerous? Detail-oriented or big-picture thinker?
Defining the profile of the ideal candidate - and knowing the questions to ask - can dramatically improve your hiring success.
For more information about our 7 Steps to Hiring Success, visit 7 Steps or contact us.
