 Whether you are in hiring mode or trying to assess the survivability of your team, the current market conditions might be the best possible test (or teachable moment) to reveal how a person deals with adversity. Here are some key indicators to help you evaluate their coping tactics:
Ability to Discern Their Audience-As recruiters, we are often amazed at what candidates will openly talk about during an interview. Today's economic stress seems to make people feel they can complain to anyone, anywhere, all the time about how bad things are. This is wrong. Good candidates should know how to focus the conversation and take it into a positive direction. If they are negative and whiney in an interview you can just imagine how they will be with your prospects. If this type of "awfulizing" has taken root in your current sales team, it should be addressed immediately.
Ability to Recover from Failure-Now is a great time to ask about past failures and pay close attention to the candidate's perspective on the failure. Do they say it was all someone else's fault? Do they claim to be the victim? Or can they accept at least part of the blame for the failure?
Ability to Endure Stress-Many candidates were laid-off from their last positions, and while this is unfortunate, it is also a good opportunity to probe their attitude about the cuts. Unexpected changes, bad news and stressful events are simply part of life and part of business. Hire people who have solid experience coping with these things successfully. Brenda Abdilla
Management Momentum
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