They rely on instinct or gut feel.

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15 Common Mistakes Sales Managers Make When Hiring New Sales Reps
They conduct low-quality interviews.
Most sales managers have never learned how to conduct a high-quality interview.

This isn’t their fault; it’s just that most companies do not teach managers how to conduct great interviews.

They fail to ask tough, probing questions.
Most hiring managers ask questions about work history, experience, and general performance.

However, they neglect to ask questions about gaps in a candidate’s resume and they are uncomfortable asking probing questions about previous performance and that challenge a potential candidate.

They get mislead by candidates who interview well.
Many salespeople have a tremendous ability afghanistan telegram data to “schmooze” and make a great first impression.

This often leads the sales manager to feel good about a particular candidate.

However, just because you like someone does not mean they will perform well once they are hired.

Many a sales manager has hired a rep that made a great impression (see the previous point).

This is often caused because the candidate had a similar personality style to the hiring manager and was able to connect with that individual.

However, once hired, the rep does not perform to standard.

They do not check references.
Checking references is not an enjoyable task especially when you have a multitude of other tasks demanding your attention.

Connecting with previous employers is a challenge and many managers don’t want to appear skeptical so they neglect this step in the recruiting process.