Hidden Weaknesses: What Assessments Reveal About Hiring Your Next Seller w/ Andy Miller
Building Your Sales Engine
Discover the hidden weaknesses that sabotage sales hires -- and how assessments reveal the sales DNA that resumes can't show.
Hiring the right salesperson is harder than it looks. 72% of salespeople say the job was misrepresented after they were hired -- and most hiring managers focus on technical skills while ignoring the beliefs and mindset that actually predict success. In this episode, Andy Miller of Objective Management Group reveals how to build a hiring system that uncovers hidden weaknesses before they cost you.
Andy breaks down the three buckets that determine sales success: will to sell, sales DNA, and tactics. Learn why hunters and farmers require completely different profiles, how need for approval sabotages execution, and why the best candidates often interview the worst. Plus, Andy shares the Goldwing motorcycle story -- a perfect example of how head trash kills deals.
About Andy Miller: Andy Miller is a Partner Coach at Objective Management Group (OMG) and a sales consultant with 35 years of experience. He is the author of the international bestseller "The Science of Hiring Quota-Busting Sales Teams."
Andy on LinkedIn: https://www.linkedin.com/in/bigswiftkick/
Host: Mark McGraw -- Building Your Sales Engine
In This Episode:
Why 72% of salespeople say the job was misrepresented after being hired
Hiring is a system, not just picking the right assessment
The three buckets: will to sell, sales DNA, and tactics
Why managers hire for technical skills but should hire for attitudinal fit
Hidden weaknesses: the beliefs that sabotage sales execution
Hunter vs. farmer: why hybrids rarely work
Need for approval: how likable candidates often can't close
"You hired a cat when you needed a hunting dog"
Weeding vs. wooing: why top producers don't respond to job ads
Always be recruiting: Google's one-day-a-week rule
The Goldwing story: how head trash loses sales
Why great resumes and great interviews don't predict performance
How your own shopping habits show up in your selling
Building relationships vs. having acquaintances
One contact disorder (OCD): the danger of single-threaded accounts
Links:
Sandler: https://www.Sandler.com
Episode page: https://www.BuildingYourSalesEngine.com/
Show links: https://linktr.ee/buildingyoursalesengine
Mark on LinkedIn: https://www.linkedin.com/in/markmcgraw/
Andy on LinkedIn: https://www.linkedin.com/in/bigswiftkick/
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