Copyright: andrewgenn / 123RF Stock Photo
A few months ago, I recommended someone for a position to a friend, who had turned over reps in a territory at a rate of 75%. Keep in mind, I NEVER recommend someone unless I think they're a fit. It reflects badly upon me if they don't work out and even worse if they are fired within the first 90 days. So when I recommend somebody it's a safe bet. I've never been wrong. Then again, I don't refer candidates very often.
Naturally, I expect the person I recommend to go through the normal hiring process, but I had no doubt my referral would be hired. Imagine my surprise when I was copied on an email thanking him for his time, but they were going to choose someone who they thought was a better fit and had more experience in that particular medical field. Now, I know the hiring manager personally so I was shocked...and personally offended. Obviously to him, I was not a good judge of character. I fired off an email because I was upset. In the email, I stated that I don't recommend people lightly and that he was making a mistake. I concluded the email with the following statement.
"Experience doesn't sell products. People do."
And I believe that statement. No matter how much experience you have, if you sit on your ass, you won't sell anything.
The hiring manager fired back an email stating that the other guy, "seemed to want it more". The candidate had been through 3 jobs in 3 years and was really looking for a solid company so he could stay long term. I got tired of email chat so I called him.
"Nate, I think you're making a mistaking not hiring Tim. I told you that I NEVER recommend people unless it's a sure thing."
"I really liked Tim a lot. But this guy followed up every day and he had a plan outlined. He just seemed like he wanted it more."
"What the hell does that mean?"
"Tim seemed like he thought he had the position already. He seemed too confident."
"Nate, didn't you tell him the next step was to interview with the VP? So you told him he was moving forward. What the hell is supposed to think?"
"I changed my mind. I'm sorry. But like I said, the other guy wanted it more."
"Didn't you tell me that the other guy has had 3 jobs in 3 years?"
"Yes. So what does that have to do with anything?"
"Jesus do I have to spell it out. He's a job hopper. You can go ahead and hire a carnival worker that's fine with me. Maybe he can guess your customers weight too, but Tim has been with his company for ten years. What the heck are you thinking?"
"Hey there's no reason to get offensive. I just didn't like your guy as much."
"That's not what you said. You said this guy seemed to want it more. How well did this guy interview? I bet he was perfect, brought a brag book, the whole nine yards."
"Oh yeah, one of the best interviews I've had in a while."
"Didn't you say the same thing about Amy the crazy lady, Trent the drunk guy who touched your CEO's ass, and Jennifer who couldn't keep her hands off the VP's crotch? Where are they?"
"Yes. But they were different. They were nuts. This guy is solid. What's wrong with someone who interviews well?"
"Nothing except that in your industry some people are professional interviewers."
"What the heck is a professional interviewer?"
" It's someone that's sucks at their job but is great at interviewing and in the end that's really all they are, is a professional interviewer. Not a sales person. They've perfected the interview process, but they turn over more than steaks on a grill."
" This guy is not like that. He was well prepared he had all his ducks in a row. He knew the company inside and out."
" Yeah he took all the time to do that instead of doing his current job. I'll bet you he doesn't last 90 days."
" Why are you so pissed off? You should have coached your guy better. Don't put this on me."
" You know what? You're right. I should have taken the time to explain to him better how to play the game, but I guess I made the mistake of thinking you were intelligent enough to take my recommendation which I don't send lightly. "
" Fuck off. So now this is all about you. Not about him. I get it. I'm just supposed to do as the almighty consultant asks."
" No, don't try to turn this around. You came to me and asked me if I knew anyone and when I offered somebody, you turned down the sure thing I'd just handed you."
" I don't have to take everything you say as the word of god. Let's just agree to disagree. If you had all the information in front of you. You'd agree with me."
" Bullshit. I'll agree to disagree. But you have to take my bet."
" What bet?"
" I'll bet you a hundred bucks he doesn't make it 6 months. He's a professional interviewer and nothing more."
" Okay. I'll take that bet. And if I win you have to give me free advice for another 5 years."
" I'm already doing that, so fine."
" Man you really are taking this hard. "
" Yes I am. Like I said I don't recommend people lightly and I think you're making a mistake."
" Well we'll find out in 6 months. I'm gonna love taking your hundred dollars."
" We'll see about that..."
30 days later I got a text:
"I owe you a hundred dollars. My guy got drunk at the NSM and got fired on the spot. He unzipped one of the other reps dresses on the dance floor and slapped the CEO in the face."
I sent a response, and this exchange followed:
"Haha! Professional Interviewer and professional molesterer. I told you."
" Piss off! Is your guy still around?"
" Nope. He got another gig."
" Too bad. I liked him."
" He didn't want the job enough."
" You're a dick."
" Yeah but I'm $100 richer! :)"
" I hate you."
" Let's get a beer and I'll try not to gloat."
" I still hate you but I'll see you at Barneys."
I guess the only real lesson here for managers is that the idea is to be objective in the interview and not "fall in love". Nate always did just that in the interview and so he always had turnover. Believe me, I've had my fair share of "losers" whom I've hired, but I tried to be objective and not get too excited about the candidate. If you look at the whole picture, you can see through the lines on the resume and figure out who's a professional interviewer and who's a really good fit for the job. Not everyone can get it right every single time, but if you can get to 80% you're doing a great job.
Good luck hiring!
SFTD
Be on the lookout for an upcoming book by SFTD!
