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Hiring A Sales Superstar: The Simulation Critique

“The unexamined life is not worth living” – Socrates

Okay, you conduct the simulation, video tape it and have your results all laid out. Now, you have to relay the results to the candidate. You may think you have learned everything there is to know because of the thoroughness of the simulation but you haven’t.

Our friend “Gauge” tells us how the candidate accepts your critique should be a crucial factor in your overall decision.

Now a short course on how to relay critique. The better the simulation the harsher the critique, the worse the simulation the more gentle. In both cases you MUST relay the facts it is just the manner that will change.

If they did a great job but are thin skinned during the critique that should tell you that they may not take criticism well much less be able to handle adversity. Or as Alec Baldwin said in Glen Garry Glenn Ross “if you can’t take what I am saying to you how are you going to take the abuse you get on a sit?” People who perform well need a more tougher approach because you don’t want some talented prima donna who can’t take coaching. They tend to be complainers and could undermine authority and teamwork.

If they did a poor job but take the criticism well or ask for a second chance to fix their mistakes and put your suggestions in action that should tell you about their resilience. I want somebody with the attitude to try until they get it right. You may be softer in your approach but nobody likes a bad review. If they crumble well… If they are made of sterner stuff they you’ll know by their response.

These examples are the extremes. Your critiques will vary of course as will how you handle them, always based on the individual. What is important is learning more about the candidate and their viability for your position while determining the direction of the interview process.

Check back for my for my next post on Hiring a Sales Superstar!

And remember “You can either make sales or make excuses but you can’t do both!”

 

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