(This is from our book How to Hire and Develop Your Next Top Performer, 2nd edition: The Qualities That Make Salespeople Great, @2012, McGraw-Hill Professional; reprinted with permission of the publisher. )
When you’re putting together a help-wanted ad, what’s the first thing you write?
“Needed, a salesperson with at least one year of experience.”
No. Wait a minute. This is a much more important job. Let’s say, “Needed, five years’ experience.”
Experience is what we look for in job candidates.
If two candidates seem equally qualified for a position, and one has slightly more experience, the decision seems easy. Experience wins. Some executives even will look in their competitors’ backyards for individuals who are ready to make a move. Conventional wisdom is that an experienced individual will hit the ground running.
But how many times have you come across someone who has five years of experience that adds up to just one year’s bad experience repeated five times?
Our advice is not to hire from your competitors — unless you want to do them a favor. keep reading…