Have you defined what your company’s values are? What is it important? Values influence how people behave. Therefore, you want to hire people who have like values so they will fit in your company. To hear more about this critical aspect, listen to my insights on the topic.
I’ve been in South America, and I’ve had the opportunity to speak to a group of sales leaders from all over the country. One of the things that we talked about were some of the components that were required to make a great sales organization.
Now, in the audience were also some business owners and senior leadership individuals from different companies around the country. What we realized in our discussions and from some of the questions they asked is that how many things are applicable across the board. Now, you’ve listened to me many times before, you’ve heard me say this, “Principles don’t change; only technique and application do.”
So when we talked about one of the key components in a sales organization was really focusing on being excellent at recruiting the kind of people that you want to have in your organization, we talked about that axiom you’ve probably heard which is “hire slow, fire fast.” Obviously, you have to follow your company’s procedures and processes to do that, but what that concept means is that if you take your time and really think about who you’re bringing in your organization, then you’re going to more times than not make a better selection.
To do that, one of the things you have to do is know who you are as a company; do you have your values determined; do you know what you stand for as an organization because the values really drive people’s behaviors. So when you’re looking for a person to behave a certain way, they will have certain values that will influence them to do that. If you don’t know that, you really don’t know what you’re looking for and who you want to bring into your company.
If you haven’t done that, let me encourage you to get that strong consideration because whether you’re in sales, administrations, operations, whatever part of the business you’re in, you’re in the business of people. You need to get the right people that are going to sign up for the mission that your company is on that wants to help make the vision that you have for the future of your business a reality, and behave in accordance with the values that you have in place. That’s assuming that you have those values clarified so that people understand them and know exactly what they are. It’ll make a tremendous difference in your business.
Does it take a little longer? Yeah, it does. But does it save you a lot of time in the future? Oh, yes, a whole lot. You’ll get a little bit better at hiring people because you’ll have a clearer picture of who you want to bring into your company. So think about those things and really hire slow. But when they don’t fit, they got to go.
This is Gary. Come back, and we’ll talk some more later.