Selecting the "Holy Grail" of Salespeople - Author: Dave Kurlan

Wed, 24 Feb 2010 20:46:23 GMT

How what you use influences who you get. Choose wisely.

What Kind Of Experience Do You Look For In a Candidate?

Mon, 06 Oct 2008 17:31:05 GMT

By Jim Lobaito

I barely got to know Tim Russert before he passed away. He came into my life, much like he did for most of us, with the popularity of his book, Big Russ and Me: Father and Son: Lessons of Life. Sure, I had seen him on Meet the Press before, and yes, I occasionally watched him interview politicians, but it was only after watching him being interviewed about his book that he caught my interest and I started to tune in to Meet the Press to watch him interview. There was something genuine about him. He and his interviewing transcended the perfect plasticized reporters who are masquerading as journalists on newscast today, which would best be described as newsertainment, and then he was gone. I watched the outpouring of gratitude from the people closest to him and wondered how it was that he had found the one job that showcased his unique talents, and because of that, touch so many lives. I pondered, was he the perfect man, or did the perfect man find the perfect job? Shortly after his death I read this in USA TODAY.

“He was made for the job. His training from the Jesuits had sharpened his mind, his lessons from his father had instilled his values, his life in politics had widened his knowledge, and his training as a lawyer had honed his questioning. The shows were almost an overnight success and soon we expanded it to a full hour. Then it took off.”

It was written by Michael Garnter, President of NBC News from 1988-1993 and the person who had hired Tim to host Meet the Press.

What caught my attention about the article was that Michael had to talk Tim into taking the job! When approached by Michael to take the position, Tim protested that he was not the best looking person to be on TV. Michael responded by stating, “I’m not looking for a handsome guy, I’m looking for a smart one.” According to Michael, he had to insist that Tim take the job. I believe Michael clearly understood what the job was going to demand and what type of life experience the host of that show would need to have in order to be successful. Go back and read his comments about Tim’s experience. Not once does he mention Tim’s experience as a reporter or journalist, and a very accomplished one at the time, when Michael tapped him to host the show.

Do you have this same clarity on the position you are trying to fill? Have you misfired in filling that position a couple of times already? Shouldn’t you slow down and figure out what the job is going to demand from the person who is going to fill it before you hire someone into that position again? It is not just about clear expectations. The person you fired understood your expectations, they just could not execute on them! They could not do what the role demanded.

What would it mean to you, your company, and your customers if you hired the right person this time?

The host filling in since Tim has left does a good job, but there is nothing like watching someone who brings life to a role they were built for.

Jim Lobaito is the founder and President of the Performance Group, a Sales Development Company dedicated to helping company presidents grow their profits. The Performance Group offers recruitment programs, sales training and value realization workshops for businesses that want a competitive advantage delivered by a superior sales force. Key insights on developing a competitive advantage are available at their website www.pmgllc.net.

For feedback, comments and questions, contact Jim Lobaito at hirethebest@pmgllc.net or call 1-800-550-9509.

Hire The Best

Selecting the "Holy Grail" of Salespeople - Author: Dave Kurlan

What Kind Of Experience Do You Look For In a Candidate?