Wine and Cheese

"Does cheese go bad if it's never been opened?" my co-worker asked. No, we don't discuss cheese all day just because we live in Wisconsin. After some thought, we determined that though it may be safe to eat the cheese, only bad things happen with time.

Unlike a fine wine that gets better with time, the hiring process is more like the cheese. As time goes by, only bad things happen. Hiring managers be aware: if the candidate comes off of the interview or initial phone screen with excitement and anticipation, it will be diminished if they don't hear from you in a timely fashion. Do take the time to run background checks and make sure this is the right cultural fit for your company, the right revenue producer. But while you may be taking your time making a decision, realize that the candidate is thinking, wondering why he/she hasn't heard from you, and contemplating another offer that is looking sweeter by the minute.

Indecision is often a decision in itself. Don't let the cheese go bad.

Good Candidates Go Fast

We have been identifying some excellent sales candidates lately who are looking to enhance their careers. What I am finding is that sales candidates with very good track records are being hired as quickly in this economic downturn as they were when business was booming. What it should tell you is that when you interview a high-caliber sales person, assume that they are being recruited by other companies. Don't wait on your decision. If you do, they might be hired already.

Performance Counts

Smart managers look for people who have not only performed well, but have performed well over a number of years. There is a tendency by some sales people to change jobs frequently, looking for that better commission plan or new product that is "hot." However, I find that the sales reps who stay with companies longer these days are the candidates that are more attractive to new employers. Sales managers desire to hire people who show a history of being with a company for a longer period of time, sustaining a good level of performance year after year. Regardless of economic conditions, sustained performance counts.

Great Candidates For Hire

Many highly qualified professionals have been victims of the recent economic slowdown. Companies are laying off now in anticipation of a very soft year in 2009. As a result, the availability of highly qualified people is very high at present. It is a great time for companies to interview these candidates for potential future needs or to upgrade their current staff. These candidates are very open to interviewing for future positions and could be a real "find" for your business.

The motto to remember is, "Keep Interviewing." You might just find a star who will significantly grow your business at a time when business is slow.