Seldom does anyone look as good as they do on their resume. And often, previous employers are reluctant to give candid references.
Recent surveys reveal that staff turnover costs in excess of $40,000 per failed recruit, so how do you find out if there is a true “fit” between your organization and the candidates you are interviewing?
Try having them spend two days in the field with both your senior and your junior staff if they are one of your finalists in your recruiting process.
From the candidate’s perspective, they get to observe the culture, the market and the methods of operation you and your people employ.
Let them see the good, the bad and the ugly. Particularly if they are new to our business, don’t just cherry pick the good calls for them to observe.
Let them see a major senior account presentation, but also let them sit in on some cold calls, collection calls and perhaps a sales meeting.
This will let the candidate determine if you are a fit for them.
From your perspective, your staff will be able to explore areas and uncover truths about the candidate during casual conversation that you can not legally find out during the interview.
The fact that your prospect is willing to spend a couple of days in the field with no remuneration speaks volumes about their intent and commitment.
While the candidate is in the field to observe your people, they in turn will have the opportunity to observe the candidate. They’ll learn if the candidate has any skeletons. Did they have alcohol at lunch? Did they show up on time for every call? Did they ask the right questions in the field and do they reveal anything while in the car between calls, that is cause for concern or confirms your positive impression of the person.
In your post field-trip interview, exploring the prospect’s impressions of your culture and processes is also a valuable assessment tool.
Bonus Benefit; If your people give the candidate a thumbs up after a day in the field, they will be more likely to welcome the new recruit as part of the team and help them jump start their new career with you.
Wayne Ens, President of ENS Media Inc. Inc, is a Principal with Noll & Associates.
Noll & Associates offers an interactive recruiting workshop entitled “Hiring Right”.
Noll & Associates offers an interactive recruiting workshop entitled “Hiring Right”.