Replies to This Discussion

Permalink Reply by Lane Campbell on September 14, 2010 at 9:25am

I have interviewed over 2000 candidates with no prior experience and I have developed a strong opinion on this: predictors of flexibility and resilience is what I look for. Which of these two candidates has faced adversity and had to adapt? Which of them is more likely to continue once they realize it is difficult? If I have to choose between them, these elements weigh heavily towards predicting future success.

Permalink Reply by Craig Lockerd on September 14, 2010 at 9:50am

That's a great point Lane, salespeople must be flexible in our industry for sure.What do you mean "difficult?"....the clients? management? selling? or all of the prior?

Lane Campbell said:

I have interviewed over 2000 candidates with no prior experience and I have developed a strong opinion on this: predictors of flexibility and resilience is what I look for. Which of these two candidates has faced adversity and had to adapt? Which of them is more likely to continue once they realize it is difficult? If I have to choose between them, these elements weigh heavily towards predicting future success.

Permalink Reply by Lane Campbell on September 14, 2010 at 9:56am

Good question. It means something different to most everyone. In my view, serialized rejection gives the most difficulty to the most people. We are not naturally wired to repeat processes that end in failure more times than success. Constant rejection is the governing dynamic behind most problems with turnover, customer and employee satisfaction.


What do you mean "difficult?"....the clients? management? selling? or all of the prior?

Lane Campbell said:

I have interviewed over 2000 candidates with no prior experience and I have developed a strong opinion on this: predictors of flexibility and resilience is what I look for. Which of these two candidates has faced adversity and had to adapt? Which of them is more likely to continue once they realize it is difficult? If I have to choose between them, these elements weigh heavily towards predicting future success.

Permalink Reply by Bob Gaber on September 14, 2010 at 10:11am

Do you then add these predictors to your training to make it clear to the candidates. There comes a point where you can scare them away. Sometimes the truth has to be learned gradually and only then adapted to. Coachability is what I look for. I want someone who, when I say jump... Having said this, this doesn't always translate to what the dealer wants.

Permalink Reply by Craig Lockerd on September 14, 2010 at 10:15am

Man that is a fact!.....We train and train and train on that...to "try" and actually get more excited after each no you hear based on that 'Math" that everyone will not say no and yes is coming up soon so be ready.
I know early on in my career on the floor that was hard to handle ,mix that in with a little bit of fear of talking to "older people"...and that makes it not much fun!

Lane Campbell said:

Good question. It means something different to most everyone. In my view, serialized rejection gives the most difficulty to the most people. We are not naturally wired to repeat processes that end in failure more times than success. Constant rejection is the governing dynamic behind most problems with turnover, customer and employee satisfaction.


What do you mean "difficult?"....the clients? management? selling? or all of the prior?

Lane Campbell said:

I have interviewed over 2000 candidates with no prior experience and I have developed a strong opinion on this: predictors of flexibility and resilience is what I look for. Which of these two candidates has faced adversity and had to adapt? Which of them is more likely to continue once they realize it is difficult? If I have to choose between them, these elements weigh heavily towards predicting future success.

Permalink Reply by Craig Lockerd on September 14, 2010 at 10:17am

Well you know me Bob, I give them both a shot...I have been wrong soooo many times no matter how I looked at it, how "scientific" I tried to be ...we are dealing with human beings and that's where the curve ball get's ya.

Bob Gaber said:

Do you then add these predictors to your training to make it clear to the candidates. There comes a point where you can scare them away. Sometimes the truth has to be learned gradually and only then adapted to. Coachability is what I look for. I want someone who, when I say jump... Having said this, this doesn't always translate to what the dealer wants.

Permalink Reply by Glenn Wilkins on September 14, 2010 at 10:26am

So true, Youre forced to use both...Give them their shot. Theres no such thing as ordering from "The Salesman Factory" and getting the Perfect candidate. To quote in a Forrest Gump way:New salespeople are like a box of chocolates...You never know what youre gonna get.

Craig Lockerd said:

Well you know me Bob, I give them both a shot...I have been wrong soooo many times no matter how I looked at it, how "scientific" I tried to be ...we are dealing with human beings and that's where the curve ball get's ya.

Bob Gaber said:

Do you then add these predictors to your training to make it clear to the candidates. There comes a point where you can scare them away. Sometimes the truth has to be learned gradually and only then adapted to. Coachability is what I look for. I want someone who, when I say jump... Having said this, this doesn't always translate to what the dealer wants.

Permalink Reply by Lane Campbell on September 14, 2010 at 10:28am

I agree with both of you. You don't want to scare any qualified applicant off. Craig, I agree - science ain't the answer either!

Permalink Reply by Craig Lockerd on September 14, 2010 at 10:34am

Sometimes they send in their twin to interview, right? They get on the floor and it's like....who are you again?

Lane Campbell said:

I agree with both of you. You don't want to scare any qualified applicant off. Craig, I agree - science ain't the answer either!

Permalink Reply by Craig Lockerd on September 14, 2010 at 10:36am

Had to involve Forrest, didn't ya.....lol

Glenn Wilkins said:

So true, Youre forced to use both...Give them their shot. Theres no such thing as ordering from "The Salesman Factory" and getting the Perfect candidate. To quote in a Forrest Gump way:New salespeople are like a box of chocolates...You never know what youre gonna get.

Craig Lockerd said:

Well you know me Bob, I give them both a shot...I have been wrong soooo many times no matter how I looked at it, how "scientific" I tried to be ...we are dealing with human beings and that's where the curve ball get's ya.

Bob Gaber said:

Do you then add these predictors to your training to make it clear to the candidates. There comes a point where you can scare them away. Sometimes the truth has to be learned gradually and only then adapted to. Coachability is what I look for. I want someone who, when I say jump... Having said this, this doesn't always translate to what the dealer wants.

Permalink Reply by Bob Gaber on September 15, 2010 at 7:33am

Craig, that is what makes you who you are. You are willing to give a shot to the people who deserve it, irrespective of age, creed, race, gender, etc. That is why you are the Best.

Craig Lockerd said:

Had to involve Forrest, didn't ya.....lol

Glenn Wilkins said:

So true, Youre forced to use both...Give them their shot. Theres no such thing as ordering from "The Salesman Factory" and getting the Perfect candidate. To quote in a Forrest Gump way:New salespeople are like a box of chocolates...You never know what youre gonna get.

Craig Lockerd said:

Well you know me Bob, I give them both a shot...I have been wrong soooo many times no matter how I looked at it, how "scientific" I tried to be ...we are dealing with human beings and that's where the curve ball get's ya.

Bob Gaber said:

Do you then add these predictors to your training to make it clear to the candidates. There comes a point where you can scare them away. Sometimes the truth has to be learned gradually and only then adapted to. Coachability is what I look for. I want someone who, when I say jump... Having said this, this doesn't always translate to what the dealer wants.

Permalink Reply by Craig Lockerd on September 15, 2010 at 8:54am

Thanks Bob, it only makes sense to give as many people a try as possible.I would want a floor filled with people more like my customers, diversity....just nice people that just happen to sell cars for a living.

Bob Gaber said:

Craig, that is what makes you who you are. You are willing to give a shot to the people who deserve it, irrespective of age, creed, race, gender, etc. That is why you are the Best.

Craig Lockerd said:

Had to involve Forrest, didn't ya.....lol

Glenn Wilkins said:

So true, Youre forced to use both...Give them their shot. Theres no such thing as ordering from "The Salesman Factory" and getting the Perfect candidate. To quote in a Forrest Gump way:New salespeople are like a box of chocolates...You never know what youre gonna get.

Craig Lockerd said:

Well you know me Bob, I give them both a shot...I have been wrong soooo many times no matter how I looked at it, how "scientific" I tried to be ...we are dealing with human beings and that's where the curve ball get's ya.

Bob Gaber said:

Do you then add these predictors to your training to make it clear to the candidates. There comes a point where you can scare them away. Sometimes the truth has to be learned gradually and only then adapted to. Coachability is what I look for. I want someone who, when I say jump... Having said this, this doesn't always translate to what the dealer wants.