Independents

Don’t ‘Trust Your Gut’ When Hiring Salespeople

IndependentsMay 02, 2017

Don’t ‘Trust Your Gut’ When Hiring Salespeople

Peter Smith read an article recently suggesting the opposite and found it very irritating. Here’s why.

2016-Peter_Smith_copy.jpg
Peter Smith has more than 30 years of experience building wholesale and retail sales teams. He currently is president of Vibhor Gems.

I read an article on LinkedIn recently that sent me into paroxysms of irritation. The topic was hiring, and the author encouraged managers to “make sure to listen to your gut” and to not hire the candidate if the interviewer felt uncomfortable.

I’m not about to suggest that people dismiss their intuitive prowess. Without it, our species wouldn’t have survived through the ages (… did something just move in that bush?)--we would have great difficulty crossing busy roads, knowing when it’s cool to pet strange animals, etc. As author Clarence Day once said, “Reason is the servant of instinct.”

Where I don’t subscribe to relying on instinct is when it comes to hiring, especially when it comes to hiring salespeople.

In reading the LinkedIn article and accompanying comments, I noticed a correlation between those who agreed with the author’s sentiment--about not making the hire if you felt uncomfortable--and the professional positions those folks held. They tended to be human resource professionals. There was even a comment from the head of human resources at a prominent company in our industry in which she too agreed with the author that we ought to listen to our instincts in an interview and not make the hire when it “feels a little off.”

Here’s the deal. If you are afraid of a little tension in an interview with potential salespeople, you ought to turn the job of conducting the interview over to somebody else.

If, on the other hand, you’re looking for someone who is nice, easy to manage and generally low maintenance, then follow the advice proffered by the LinkedIn writer and hire just that. It won’t be that difficult; 58 percent of the salespeople working in retail jewelry stores should not, by any measurable definition, be working in any sales capacity and a great many of them are probably really nice people.

If, however, you are looking to hire real difference-makers, people who are wired to deliver sales results every day, then you need to be more realistic about what that person might look like and accept that theirs might not be the most comfortable interview you will likely conduct.

Think about the best salespeople you have ever worked with. What were they like? Were they easy to manage or did they bring some baggage to work? Did you have to motivate them at the beginning of the day,

or did they start their day ready to perform?
“If you are afraid of a little tension in an interview with potential salespeople, you ought to turn the job of conducting the interview over to somebody else.”   – Peter Smith
As the LinkedIn piece shows, human resources people are usually good at crossing t’s and dotting i’s. They can reliably tell you what the state and federal laws and regulations are when it comes to interviewing and hiring. They know what you can and cannot ask a candidate and they can usually be counted on to do a thorough job vetting resumes and checking references.

What they’re not very good, however, is recognizing and hiring real sales drivers.

One of the main reasons for that is they tend to approach each interview in the same manner, regardless of the position they are hiring for. They suffer, as many interviewers do, from hiring in their own likeness; that means they hire people who are pleasant and who fit neatly into well-constructed boxes. That, I’m afraid, does not align with the model for great salespeople.


Peter Smith is the author of two books, “Hiring Squirrels: 12 Essential Interview Questions to Uncover Retail Sales Talent,” and “Sell Something: Principles and Perspectives for Engaged Retail Salespeople.”

I got a call recently from a retailer friend of mine who said he woke up that morning and decided not to hire a candidate whom he had expected to hire just one day earlier. He said: “After sleeping on it, my gut tells me not to do this.” I congratulated him on his decision and complimented him on using his gut to come to a decision. Now, before you accuse me of spilling contradiction all over myself, allow me to tell you the rest of the story.

My jeweler friend had taken the candidate through an exhaustive interview process that included multiple interviews and interviewers (including yours truly). He spent money to administer a pre-employment personality profile and he even considered reworking his compensation plan to accommodate the potential new hire.

In the final analysis, he had “trusted his gut” only after a thorough process and an adherence to a discipline that included very specific exploration to uncover the candidate’s inherent wiring. He first determined that the candidate had the essential qualities and traits necessary to become a great salesperson and then considered whether she might be a good fit for his culture.

In the end, I believe he made the right decision. But, more importantly than that, he respected the process and gave the candidate every opportunity to emerge as a good fit for his store before deciding not to make the hire.

As “The Ultimate Sales Machine” by Chet Holmes states: “If you don’t understand the personality profile that makes top-performers salespeople, you might just turn them away after interviewing them. A high-influence candidate can seem overly eager in a job interview--maybe even comes on too strong. Don’t let a little bravado put you off; it is the essential ingredient in every superstar.”

One of the great misconceptions in interviewing is that a successful process results in a hiring decision. That’s not true at all. A successful interview process leads to the right conclusion for the business, whether that is a hire or no-hire decision.

To ensure the right decision is made, commit to a disciplined interview process and make sure that you suppress your own instincts and gut feeling until after the real work has been done.

My book, “Hiring Squirrels,” is a good “how to” guide on what to look for and how to conduct a thorough interview process. It’s the least you can do for your business.

Peter Smith is president of Vibhor, a public speaker and author of “Sell Something” and “Hiring Squirrels.” He spent 30 years building sales teams in retail and wholesale and he can be contacted at dublinsmith@yahoo.com, peter@vibhorgems.com, or on LinkedIn, Facebook or Twitter.
Michelle Graffis the editor-in-chief at National Jeweler, directing the publication’s coverage both online and in print.

The Latest

Sothebys The Desert Rose orangy pink diamond collectors week
AuctionsAug 29, 2025
Sotheby’s UAE Sale to Feature 32-Carat Fancy Vivid Orangy Pink Diamond

The highlight of a single-owner jewelry and watch collection, it’s estimated to fetch up to $7 million at auction this December.

Calvin Klein watch and jewelry campaign
FinancialsAug 29, 2025
Movado’s Q2 Sales Rebound Despite Tariff Impact

CEO Efraim Grinberg noted a resurgence in the fashion watch market.

Mark Davis Bullseye Necklace
CollectionsAug 29, 2025
Piece of the Week: Mark Davis’ ‘Bullseye’ Necklace

The “Bullseye” necklace, with vintage bakelite and peridot, August’s birthstone, is the perfect transitional piece as summer turns to fall.

japac-btyb.png
Brought to you by
Rallying Call for the Jewelry Industry on Tariffs and Other Key Issues

Jewelers of America is leading the charge to protect the industry amidst rising economic threats.

Image #1_Resized.png
Supplier BulletinAug 28, 2025
Clientbook Is Helping Jewelers Turn Clienteling Challenges into Wins with Hands-On Training and Coaching

Sponsored by Clientbook

Weekly QuizAug 29, 2025
This Week’s Quiz
Test your jewelry news knowledge by answering these questions.
Take the Quiz
GIA’s new report for lab-grown diamonds
GradingAug 28, 2025
GIA’s New ‘Quality Assessment’ for Lab-Grown Diamonds Is Coming

It will classify lab-grown stones into one of two categories, “premium” or “standard,” in lieu of giving specific color and clarity grades.

Botswana President Duma Boko
SourcingAug 28, 2025
Botswana Declares Public Health Emergency Amid Diamond Sales Slump

President Duma Boko addressed the country’s medical supply chain crisis in a recent televised address.

rio-article photo-diamond.jpg
Brought to you by
Taking the Moment Head On: How Rio Grande Champions the Present & Future of Fine Jewelry

As a leading global jewelry supplier, Rio Grande is rapidly expanding and developing new solutions to meet the needs of jewelers worldwide.

Afton Robertson-Kanne Borsheims
MajorsAug 28, 2025
Borsheims Names New Jewelry Buyer

Former Free People buyer Afton Robertson-Kanne recently joined the retailer.

Taylor Swift Engaged
EditorsAug 27, 2025
Taylor Swift’s Engagement Ring Is a Fairy Tale for Vintage Diamond Cuts

The singer’s new bling, reportedly a natural old mine-cut diamond, is no paper ring.

11,685-carat Imboo emerald
SourcingAug 27, 2025
11,685-Carat Emerald Recovered From Zambia’s Kagem Mine

Dubbed the “Imboo,” or “buffalo,” emerald, the rough gemstone is part of Gemfields’ latest emerald auction, which is taking place now.

Shopping cart
SurveysAug 27, 2025
Consumer Confidence Slips in August Amid Job, Income Worries

Plans for dining out, booking vacations, and buying big-ticket items were down.

Mine + Found Play Collection Prize Bubble Locket, Whistle Pendent, Fortune Dice
CollectionsAug 27, 2025
Mined + Found’s New Collection Gets Playful

The “Play” collection centers on nostalgic toys that have kinetic elements to carry playfulness and wonder into adulthood.

CCWW lifesaver necklace
CollectionsAug 26, 2025
Does Your Jewelry Stack Need a Snack?

Designer Christina Puchi, the creative force behind CCWW Designs, has created charms and pendants based on iconic candies and crackers.

Nick Jonas x Fossil Campaign
WatchesAug 26, 2025
Nick Jonas Gets Nostalgic in New Fossil Campaign

The Jonas Brothers star showed off new timepieces against the backdrop of his favorite spots in his home state of New Jersey.

Emmanuel Raheb
ColumnistsAug 26, 2025
Back to School, Back to Style: Why August is Prime Time for Self-Gifting

In his latest column, Emmanuel Raheb shares tips for encouraging customers to treat themselves to new jewelry.

London Jewelers Rolex East Hampton Boutique Exterior
WatchesAug 25, 2025
London Jewelers Brings Rolex to Historic Hamptons Home

The new stand-alone Rolex boutique is housed in the former Odd Fellows Hall, a landmark built in 1897.

Madison Keys
CollectionsAug 25, 2025
Tennis Star Madison Keys Has the Perfect Necklace for the US Open

The Brilliant Earth ambassador co-designed a diamond medallion featuring meaningful symbols.

Marie Lichtenberg emerald and diamond locket on the 18-karat gold “Rosa” chain
TrendsAug 25, 2025
Amanda’s Style File: That’s a Wrap

Wrap jewelry is more than just a trend; it’s the perfect motif for the coming season of layering, scarves, and pumpkin spice.

WatchTime New York
WatchesAug 25, 2025
WatchTime NY Show Returns for 10th Anniversary Edition

The three-day watch collector show, coming this October, will feature 44 exhibiting brands, as well as a new dinner experience.

Sriram “Ram” Natarajan
GradingAug 22, 2025
Former Head of GIA India Promoted to Oversee Global Operations

Sriram “Ram” Natarajan is now GIA’s senior vice president of laboratory operations and is based out of the lab’s headquarters in Carlsbad.

Retrouvaí Diamond Vein Bond Collar
CollectionsAug 22, 2025
Piece of the Week: Retrouvaí’s ‘Diamond Vein Bond’ Collar

The one-of-a-kind collar represents the beauty of imperfection and the strength to rebuild.

Kendra Scott
MajorsAug 22, 2025
Kendra Scott Returns as CEO of Her Jewelry Empire

Three C-suite executives, including former CEO Tom Nolan, have resigned as part of what the company describes as a “transition.”

Claire’s storefront
MajorsAug 21, 2025
Claire’s Finds Buyer, Could Save up to 950 Stores

The retailer, which recently filed Chapter 11, inked a deal to sell its North American business and intellectual property.

Target CEO Brian Cornell and COO Michael Fiddelke
MajorsAug 21, 2025
Target Names New CEO as Sales Continue to Lag

Target CEO Brian Cornell will step down in February and be replaced by the company’s chief operating officer, Michael Fiddelke.

Jewelers of America in Washington DC
Policies & IssuesAug 21, 2025
JA, IDMA Talk Tariffs With Execs in DC

The group met with the president's senior trade advisor earlier this week to express the industry’s concerns about the effects of tariffs.

Tiffany & Co. Pop Up at U.S. Open
MajorsAug 21, 2025
Tiffany & Co. Pops Up at 2025 US Open

The pop-up will display this year's Tiffany & Co. Singles Championship trophies along with a diamond-encrusted tennis racket and ball.

×

This site uses cookies to give you the best online experience. By continuing to use & browse this site, we assume you agree to our Privacy Policy