Yanik Silver, the Internet Marketing Guru was interviewed in Forbes this month.

Yanik talks about hiring Millennials. He says Millennials, “are going to take jobs that may or may not pay them as much. They want “a mission or a cause, because they want to make a difference.”

Yanik is right for most positions in an organization…

With one HUGE exception: sales positions.

Salespeople who are successful are still motivated by the same practical values. Think about it, do your best salespeople want to save the whales or make a lot of money? Top salespeople wake up asking themselves how they can have greater control of their environment.

Our data shows sales hires who are not money or power motivated will stall and top out early.  Salespeople must be High Practicals we base this on data from our 2000 clients and 16 years of experience successfully picking salespeople.

We’re happy to share our data with you. Hook up with me on LinkedIn and I’ll show you what we’re looking at https://www.linkedin.com/in/alanfendrich

My first challenge when I went in search of my first job after college was to “create a resume.”

In 1974 I didn’t just fire up Google and type “examples of resumes for salespeople”. Nope. I had to go to the library and find books with examples. As I flipped through the books on resumes I searched for style, but I kept my eye open for content.

Style was easy, but the content was a challenge. After all, I had little experience.

As I searched, one line caught my attention and I used it in every resume. At the top of the resume I typed:  “Demonstrated ability to Conceive, Plan and Implement.”

Of course I was a 20 year old and idealistic. But I made a decision to be the kind of person who embodied those characteristics. I built them into my personality — particularly when it came to my work life

I am second generation American on my father’s side. My grandparents arrived at Ellis Island on a boat, alone, without their parents at ages 13 and 14. They came from Eastern European families. My grandmother came from Czechoslovakia and my grandfather from Hungary.

It was tough for new immigrants with poor English skills and no capital to start a business. My father was proudly the first Fendrich to go to college.

We grew up hearing stories of our European family — especially stories of family “characters.”

One story we heard was the “Uncle Yomish Story.” Pronounced YO-mish, he was one of my Grandfather’s brothers.

Uncle Yomish always had a new scheme for how he was going to get rich in America. But he was long on conceiving, short on planning with no implementation.

The rest of the siblings “buckled down.” They did whatever work they had to do to put food on the table for their families.  But Uncle Yomish did not. He was always coming up with ideas, but he failed to implement.

There’s Yiddish expression which translates to “The Doer is more important than the Dreamer.”

When hiring salespeople, the AHS 4 Part Interview Module is one of the keys to discovering how well your applicant implements.

Hi there

Quick thoughts…

Most people who hire salespeople have not become aware of the way things have changed over the last 10 years with sales applicants

FACT: Just ten years ago (and maybe even less) for an applicant to apply for a sales job  they had to DO something.

They had to either mail you or fax you a resume. This meant actually getting up from their computer and performing some sort of action.

Not today

Today the typical sales applicant tweaks their LinkedIn profile, writes a resume, sends it to a resume tweaking service, then gets online and starts clicking on their computer.

No action required.

20 years ago applicants had to write a resume AND hand-type a cover letter AND insert it into an envelope AND mail it at 25 cents apiece.

All of that has changed for the applicant, at the click of a button they apply to hundreds of sales managers who are looking for a sales star.

But what about the sales manager who receives those applications?

What has changed for you since 2005?

Oh, maybe you now have some way to keep track of all your applicants online, but short of  that not a whole heck of a lot.

And that is the essence of the sales hiring problem that 99% of sales managers face.

So you stare at a bunch of glitzy resumes, all tweaked by professional resume tweakers.

Do you really think you can match your job to a resume and make a great sales hire?

It ain’t gonna happen. NO WAY. We both know it. YET everyday sales managers across the world select the 3 or 4 applicants whose resumes look the best:

No typos
Previous sales experience
Previous industry experience
Good looking resume

And bring in those 3 applicants for an interview or two… and hire the one who “handled themselves the best”.

Wonder why only 1 out of 4 or 5 sales hires are worth the price of a pair of shoes?

For more than 16 years now, Advanced Hiring System has been teaching our clients how to turn the tables on this trend by creating a sales hiring system.

For more information on what hiring method you should be using or if sales hiring is right for you, click here. So you don’t waste your time and resources on strategies or profiling tools that do not work.

Put yourself back in control of the hiring process.