What Can Sales Leaders do to Overcome Bias in the Hiring Process

Building Elite Sales Teams

Summary

Talent is universal, but opportunity often isn't, especially in sales. The demographics of B2B tech sales in the US are largely male and white, and this lack of diversity can be attributed to the biased hiring process. To address this issue, the guest shares several steps to reduce bias in the hiring process. These steps include implementing a structured interview process, defining what good answers look like, using blind resume reviews, focusing on skill-based assessment, incorporating role plays and presentations, including a diverse hiring panel, and leveraging technology to remove bias. By removing bias and embracing diversity, organizations can build an elite sales force that represents their customer base and creates a more collaborative and inclusive environment.

Take Aways

1. Implement a structured interview process to create an equal playing field for all candidates.
2. Define what good, better, and best answers look like to evaluate candidates consistently.
3. Use blind resume reviews to reduce bias and focus on skills and qualifications.
4. Have talent acquisition hold back candidate information until a few hours before the interview to evaluate based on skills and experience.
5. Focus on skill-based assessment by evaluating candidates' ability to meet job duties and execute tasks.
6. Incorporate role plays and presentations to assess candidates' effectiveness in the job.
7. Include a diverse hiring panel to mitigate individual biases and gain multiple perspectives.
8. Leverage technology to streamline the hiring process and remove bias.

Learn More: https://www.yardstick.team/

Connect with Lucas Price: linkedin.com/in/lucasprice1

Connect with Dr. Jim: linkedin.com/in/drjimk

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