"Why Do Manager's Over-Think Hiring Salespeople?" - 01/16/19 Edition
Stephen Says Column

  Dear Stephen:
 
 Why does it take me or my managers so long to make a hire? Let me be clear, I do not mean why does it take me so long to find candidates. That part I get. Lowest unemployment in over 50 years combined with the strongest economy makes it easy to understand why it's so hard to find people.
 
 If I want to create a new sales position I have to plan six months ahead of what I am used to, and the same if I plan to fire someone. I realize that I just need to allow double the time to identify quality candidates today.
 
 I run a furniture manufacturer and have regional and national VP's whose job it is to hire outside sales people. My question is why, in my company when my hiring managers finally find candidates who appear to be credentialed, does the interview process seems to drag on forever?
 
 These candidates may have applied directly through our website, word of mouth or even a recruiter - it does not matter. Then the applicant has an HR interview and often we “test” them. And yet I still can't get the hiring manager to pull the trigger to an offer. What gives?
 
 I evaluate my managers on their ability to fill positions fast and effectively with good people. In some cases, I may even lose a budget slot if we do not fill a position, and in all cases I feel we are losing sales revenue when we have unfilled positions. Why are they so afraid to hire someone and how can I remedy this?
 Signed,
 Desperate for a Hire, Before it Expires!
 
 You can send your workplace questions to Stephen at: StephenSays@bellow.press
 
 Questions selected to be answered, will appear in this column. Please use the Subject: Stephen Says for all emails. Stephen Viscusi is a bestselling author, television personality, and CEO of The Viscusi Group, global executive recruiters located in New York. Follow Stephen on Twitter @stephenviscusi. Like Stephen on Facebook and follow him on LinkedIn.