Hiring is arguably the most critical function in business. It’s not just about filling a seat; it’s about identifying and attracting individuals whose skills, work ethic, and values align with your company’s mission. The effectiveness of your hiring process directly impacts your team’s dynamics, productivity, and long-term success. And as we gear towards a new year with new possibilities, this SPECIAL FEATURE ARTICLE written by Sales guru, Bill Gillespie, illustrates what business leaders go through in their recruitment process, whilst recommending time-tested tips to start the new year with a good hire.
When it comes to sales, managers and owners will hire anybody. For some reason, we go deaf, dumb, and blind when we interview reps. Revenue excitement leads us to set caution aside.
I’ve been guilty. A while back, I shared the story of a lady who earned an interview without sharing her name. She claimed to have lots of business with a Fortune 100 company. Turned out she had never been on their premises. We wasted time and money finding out.
One of my best stories…and most embarrassing failures involved hiring a lady from an advertising agency. She was confident that she understood the ad world better than us and could turn what she knew into revenue. During her interview, she said, “I see the characters that call on me. If they can earn a living, I’ll do great.”
A few days into her employment, she learned that I was headed down to see a specific agency. She cautioned me. “They’re a bunch of swingers. The lady who buys the printing is married to the Creative Director. Both of them have live-in lovers and rendezvous homes. They make no secret of it either. The whole staff knows.” Now I’ll confess that I don’t know what a swinger looks like. Still, I had an expectation. I conjured up all sorts of images on my drive to their office.
I was really disappointed. The Print Production Manager was a middle-aged, matronly woman. She was prim, proper, and conservative. She didn’t fit the image I had in mind. Neither did her “husband.”
Turned out they are brother and sister. I figured it out after a month or so of doing business. When I eventually shared the story, they howled. The agency gal who was going to kill it, never sold a job.
Another time, we hired a guy who claimed to have lots of business. He came to us looking for work. He was and had been out of work. I told our owner, “If he had customers, he would have a job. He wouldn’t be unemployed.” He never sold a single order.
We’ve got to hire better. Nothing improves numbers faster than hiring the right person. Nothing throws more dollars into the trash than adding the wrong rep. Here are some tips on hiring a good rep based on my experience.
- If there are no account conflicts, they don’t have any accounts.
- If they need a big guarantee, they have no confidence in themselves.
- If their interview is full of complaints rather than opportunities, be careful.
- Lots of job changes = Red Flag
- Ask for client references. Solid reps include their customers in moves.
- If you don’t like how they make you feel in the interview, clients won’t like them.
I know this seems obvious, but I have to say it: during my long career, I’ve seen managers take risks in sales that they would never take in production. That’s backwards. Reps make or break your reputation. Reps tell the market what you value. Hire only those who make you look your best. This is the most important hire you make because it helps or harms every employee.
About Bill Gillespie
Bill Gillespie has been in the printing business for 49 years and has been in sales and marketing since 1978. He was formerly the COO of National Color Graphics, an internationally recognized commercial printer, and EVP of Brown Industries, an international Point of Purchase (POP) company. He assumed the role of VP Sales at Bennett Graphics in July of 2013. Bill has enjoyed business relationships with flagship brands, including, but not limited to, Apple, Microsoft, Coca-Cola, American Express, Nike, MGM, Home Depot, and Berkshire Hathaway. He is an expert in printing sales, having written more than $100,000,000 in personal business during his career. As a Senior Manager, Bill has had oversight of ¾ of a billion in sales. He has also served as an adjunct professor at Clemson University, providing a class on sales and identifying client objectives. Today, Bill trains salespeople and consults for printing companies, equipment manufacturers, and software firms, assisting them with elegant business solutions. He can be reached via: https://www.bill-gillespie.com (a boutique consulting firm that provides services and coaching to some of the most innovative creatives and sales professionals around the world) or directly by email: bill@bill-gillespie.com
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