If you are hiring New Business Sales staff it is likely to be a good sign. It indicates an inner strength or resilience on the part of the candidate. We cannot predict why these people chose each of their previous jobs, but we can deduce that there has been something missing or wrong with the fit each time to result in the continual movement.
So how can that be a good sign?
Faced with rejection or the disappointment of losing their job, these people have had the resilience to keep going. They do not ‘make do’ with a bad fit and try to fit in where they do not naturally fit in. I hear you say they didn’t need to make do, they were fired! Yes, but even so, the result is the same. They were unable to make themselves fit somewhere they did not well enough to stay employed.
In sales, there are plenty of people who don’t fit well enough but we have decided to keep them as it is better than not having any sales staff or face the endless revolving door of recruitment.
If you are reading a candidate’s résumé and the type of jobs they have already held is always changing it indicates that they don’t know what sort of job they are best suited to.
With SIP we know how well suited to our role they will be, even if they don’t. The fact that they are willing to try different job types indicates an ability to deal with the unknown.
People who have succeeded at selling, especially new business selling, have come from a wide range of previous job types. All the research conducted by SIP on over 25,000 individuals shows no correlation with education, age, industry (that is product type) and their SIP score, or sales IQ, for new business sales. Yet there is a direct correlation between success in the new business roles and the SIP scores of those tested who are already employed in these roles.
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