What’s more important… a variety of selling skills and personalities on your team or having one cultural match for all?
Some say BOTH, but from our sales hiring experiences, most of our clients look first for the cultural match.
The smaller your business the more likely you are an expert in your field, so transferring those skills to new employees is relatively easy. But you can’t train enthusiasm, a solid work ethic, and great interpersonal skills—and we feel those traits matter more than skills candidates bring.
People don’t tend to fail for a lack of technical skills, but most don’t make it because they are difficult to coach or have problems with temperament, communication and emotional intelligence.
Or, better said, there is concern over a candidate without skills, but the candidate who lacks the beliefs and values you need is a much larger problem.
Hiring managers often oversell an opportunity!
Do your hiring managers represent your culture?
Are they careful not to over-sell a candidate on your company, especially when you desperately need to fill an open position and you’ve been recruiting for seemingly forever?
Good candidates come prepared and have done their homework. They possibly already know whether your company is a good fit for them.
Describe the position, your company and answer their questions. Let your natural enthusiasm show through… and let the candidate make an informed decision. But, don’t oversell.
The right candidates recognize opportunities that are ideal for them and also recognize when someone is trying to sell them on a position. If the hiring manager does all the talking, the candidate doesn’t understand how they can receive an offer when they didn’t get a chance to fully explain their strengths.
Define the intangibles you want in your employees and hire candidates who possess those qualities. Don’t compromise on a cultural fit.
We make cultural matches daily. Call me for details. 614-429-4320