You have to hire the right person, but how?
The question is simple but the answer can be complex. I could tell you A+B=great employee, but hiring isn't that kind of equation. There are variables and needs to be met on both sides of the table, which is summed up as Job Design.
Job Design sounds fancy but is quite straightforward. It just means matching up what a business needs with what potential candidates want. Make your hiring more successful by creating a mutually beneficial relationship.
Go Back To The Start
Start at the beginning and ask yourself these questions:
Why was the job or opening created? Looking at the big picture, what achievements need to be met and what are the bare minimum acceptable results? On the flip side, what type of success will make your heart leap out of your chest?
Say it's a Territory Sales Manager position, covering 5 states selling windows and doors. Your previous employee wasn't a hunter and you've lost ground. Additionally, they were not great at follow-through and you have some angry clients.
In order to be successful, you need to fix issues with your customers, gain back lost market share and grow sales 10% in 12 months.
Now you have a 4-step business plan:
- Regain your customers' respect and confidence
- Improve your brand's recognition and reputation
- Find + Grow a new client base
- Recapture lost revenue
You need a proven sales performer with a similar product base and territory, who has regained and built customer trust and hunted for new business.
Great, you have a hyper-focused desire. Now what?
Art + Science Of Recruiting
How do you find and attract the right person? Position the role to attract A-players.
There are some easy assumptions to make about highly successful, skilled and knowledgeable territory managers.
- They crave freedom and independence – no micro-management
- A-players expect to be compensated well for their accomplishments
- They demand opportunities to compete and win
- They need your company to keep up with their abilities
Now put it all together!
The qualities you want + what dynamite employees want = how to position the role in your job ad.
Make It Impossible To Ignore
Take what you want and what they need and put it together into a job ad they cannot ignore.
Think about what is alluring to a top performer. What kind of verbiage would they use? Craft sentences and phrases to excite them about the role. What about your job ad, the role, and the future opportunities is going to make them have to apply?
Combine what you need with what they want and use selling points in your job ad as the icing on top. Find your most desirable employees and attract them using Job Design.
