How to Hire for Attitude, Train for Job Skills

SJ Daily Blog PixNo doubt you’ve learned the hard way that when you fire a salesperson, it can cost you as much as 150% of their annual salary and benefits, plus lost sales and missed opportunities.  Obviously, there’s a lot riding on your hiring decisions.  As you know, good hiring practices are based on far more than evaluating an applicant’s selling skills.  Odds are, you didn’t let your last employee go because he or she lacked the skills to do the job; you fired them for a lack of personal skills or a mismatch with your organization.  This common situation has led to the maxim, “hire for attitude, train for job skills.”

When most hiring managers believe in the importance of “attitude,” why do they ignore it so often during the screening process? The Brooks Group answers this question [ …]