The 12 Immutable Laws for Hiring Salespeople

The cost of a mishire is seldom an item on your balance sheet.  When you take into consideration advertising, basic training, the time of the trainer, the expenses attendant to the trainee’s early development, the cost of developing prospects, and the administrative support which attends these costs, the investment in the recruit becomes sizable.

A sales force may be subject to turnover due to the retirement, burn-out, or relocation of salespeople.  While that is a given, a large majority of salespeople “turn-over” because they were a mishire.  A home improvement sales force operates in a complicated environment with the need to sell customers on a short cycle.  In-home selling requires that a salesperson competes with others selling what is often perceived as the same product or service at lower prices.  So how do you grow a sales organization while reducing mishires?

Let’s take a look at the 12 Immutable Laws for Hiring Salespeople.

  1. Hiring the right salesperson takes twice the time you expected and much more time than you have.
  2. Self-starters — seldom do.
  3. After numerous interviews or few applicants, less qualified candidates look better
  4. The ideal candidate — usually isn’t.
  5. The majority of resumes received seldom match the job description in your ad.  The best resumes are frequently a product of creative writing and vivid imagination.
  6. The best candidate for your job is probably already working for someone else.
  7. “What ever happened to what’s-his-name?” is the sequel to last year’s great hiring story.
  8. The true cost of “mishires” doesn’t show up on your P&L.
  9. Your “gut feelings” work best when they indicate it’s time for lunch, and seldom when it comes to choosing the best candidate.
  10. Unless the interviewer has been trained in the recruiting process – mishires become the rule rather than the exception.
  11. Poor performers seem to surface soon after the draw or training guarantee expires.
  12. A candidate’s true behavior is usually masked during an interview and can be discovered either by a behavioral profile or by disappointment after training has been completed.

Eliminating mishires is next to impossible, but you can reduce them significantly by following a sound, structured hiring system.

Our remodeling business had annual sales of under $9 million when we became contract clients of Dave Yoho Associates. Due to their training and systems, our revenue soared – – we are headed for over $35 million this year.

Vince Nardo, President
Reborn Cabinets

Dave Yoho Associates provided guidance, advice, best practices, and support to our entire staff. Our company has improved across every level after working with them.

Cris Keeter, Owner
All-States Exteriors

Dave Yoho Associates are the leaders in business consulting and sales training for the industry. We utilized their services to grow from a small business to averaging over $10 million annually.

Wendy Patterson, Co-Owner
Patterson Homes & Construction

When it comes to consulting advice for the home improvement industry, Dave Yoho Associates has no equal. We have worked with them for over 15 years and we are ecstatic about the results!

Daniel Green, Sr. Vice President
Solarshield

Dave Yoho Associates’ consultants are the sharpest in the industry, and are incredible communicators, very engaging, and always inspiring. Their industry insight is unmatched, as is their creativity.

Todd Miller, President
Isaiah Industries

It was an honor for us to have Dave Yoho Associates hold a sales meeting for our team. Everyone was enthralled by the powerful content that we are already implementing throughout our business.

Rick Otto, VP of Sales
Coach House Garages

Recently, Dave Yoho Associates performed ‘role-play’ scenarios for three hours with our salespeople. The eye-rolling is gone and their confidence has grown substantially. Can’t wait for your visit next month!

Jason Phillips, CEO
Phillips Home Improvements

We’ve used the consulting services of Dave Yoho Associates for several years now. Much of our success can be attributed to following their systematic teachings and practices.

Michael Hoy, President
Great Day Improvements

I would like to thank Dave Yoho Associates for their consulting services. For me, the meaning of ‘value’ is getting more than what you paid for, and their services truly exemplify this.

Aaron Heth, Director of Sales
Freedom-Solar

We found Dave Yoho Associates extremely professional and knowledgeable in evaluating our current business model and recommending specific solutions that will improve our efficiency and profit.

Wasyl Bodnar, President
Ventana Design, Sales, and Manufacturing

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