The Most Classic Hiring Mistake
最常见的错误是招聘雇佣那些有正确的经验。我们知道,这听起来有悖常理,但的确而如此。
The most common hiring mistake is to hire someone who has the right experience. We know that this sounds counterintuitive, but hear us out. (This is from our book How to Hire and Develop Your Next Top Performer, 2nd edition: The Qualities That Make Salespeople Great, @2012, McGraw-Hill Professional; reprinted with permission of the publisher. ) When you re putting together a help-wanted ad, what s the first thing you write? Needed, a salesperson with at least one year of experience. No. Wait a minute. This is a much more important job. Let s say, Needed, five years experience. Experience is what we look for in job candidates. If two candidates seem equally qualified for a position, and one has slightly more experience, the decision seems easy. Experience wins. Some executives even will look in their competitors backyards for individuals who are ready to make a move. Conventional wisdom is that an experienced individual will hit the ground running. But how many times have you come across someone who has five years of experience that adds up to just one year s bad experience repeated five times? Our advice is not to hire from your competitors unless you want to do them a favor. Don t fall into the trap of relying too heavily on experience. It is an easy approach, but it can be very costly. Let your competitors steal from each other. Instead of focusing on what someone has done, look, instead, to what they can do to their potential. Andrew Marshall, the former director of corporate sector and SMB at Virgin Media, told us: We learned to avoid hiring from our main competitors. There are two other key competitors in our space, and some of our biggest failures have come from hiring from them. Because we are the third largest telecommunications firm in the United Kingdom, when we hire from our competitors, we find that they are not used to truly being competitive. They ve come from much larger organizations and, we found, have succeeded based on the brand they were representing, not because of their particular skills. In addition, they just don t fit into our corporate culture, which is very agile and where we expect people to take on a lot of ownership for their own decisions. When we ve hired salespeople from our competitors, they re more used to going through a lengthy bureaucratic process to arrive at a decision. So they have a difficult time adapting to the agility of our organization. Mark Dennis, vice president of sales and marketing at Veolia Environmental Services, put it succinctly: I have finally come to the point where I could care less whether somebody has industry experience. I ve had way too many instances of hiring people who have industry experience who just get in their own way because they are set in their ways. They believe they know it all. And they are not open, willing, or flexible enough to want to change, to look at the industry from our perspective. So training them can become an absolute nightmare. Mark told us: I ve learned the hard way that often when we bring in somebody who has industry experience, we re just recycling inept salespeople through organizations just because they have experience. It can be appealing to the sales manager who is under pressure to bring new people up to speed faster. But it can be very deceptive. Because whatever they did at their prior company good, bad, or indifferent whatever they did there, they re going to do at your company, whether you like it or not. And your competitor is probably thanking you. Immensely. Experience, it turns out, often can keep you where you are rather than helping you to move forward and see new possibilities. 管理新知 您可能感兴趣的文章 劳动纠纷之案例精选：劳动者工伤后，医疗费谁来承担？
2014-04-21 HR微语—好领导要懂得“授权” 2012-06-15 30秒MBA--来自新浪微博 环球企业家 第十一期 2011-05-12 最近文章 TEST 2018年01月15日 嫖娼被抓不属无故旷工，公司解雇赔4万！（法院判决） 2018年01月15日 如何判断你是否具有HRBP胜任力？
2018年01月15日 阿里为什么不去清华招人？
2018年01月15日 因利益冲突，Facebook COO和Twitter CEO退出迪士尼董事会 2018年01月15日 热门文章 嫖娼被抓不属无故旷工，公司解雇赔4万！（法院判决） 2018年01月15日 如何判断你是否具有HRBP胜任力？
2018年01月15日 阿里为什么不去清华招人？
2018年01月15日 2017年度职场出差行程调查，出差最多的居然是他们！！
2018年01月12日 员工在自己QQ空间评论HR经理吃屎，可辞退他吗？
2018年01月11日 扫一扫 加微信【已隐去】 关于沙龙 顾问委员 广告推广 隐私安全 联系我们 申请vip会员 支付方式 市场合作或广告投放 电话：【电话已隐去】 邮件：【邮箱已隐去】 在线QQ【已隐去】 VIP会员 企业VIP会员 机构VIP会员 广告刊例 商务合作 Follow HRSalon