Are Your Employees Helping or Hurting Your Business?

They say employees can make or break your business. “They” are right!

Recently, my husband Ron and I decided to quarantine in a warmer climate. We packed up the car with our essentials and our dog Trevor and decided to book hotels as we went.

As we got closer to one of our stops along the way, I called two boutique hotels that I had my eye on, thinking that booking direct would be better for the hotel, given how Covid-19 has severely impacted hotel revenues. The woman who answered the phone at the first hotel I called gave me some stock answers and said she’d have to get back to me regarding a request I had made. 

The second hotel had a secret weapon whose name was Julia. From the moment we spoke, Julia was on a mission to ensure we chose her hotel. She told us that they were the only hotel in town that had self-parking right behind the Inn. She then described the complimentary breakfast and wine hour, including the cheese selection we could expect. Her enthusiasm was contagious. Despite being more expensive and not as luxurious as the other hotel, we gave this hotel our business.

 I’ve said this before, and I’ll say it again. 

 Who you hire matters a lot.

Times are especially tough for many businesses right now. Every company should be thinking about the second or third sale first, which goes hand in hand with who you hire. Here’s what I mean. 

We’ll stay at Julia’s hotel on the way back home, which means the other hotel didn’t simply miss out on two nights of revenue. They’ll be missing out on four nights and possibly more, as we’ll be recommending Julia’s hotel to friends and family. 

One of the biggest challenges my clients face is selecting the right people for their team. Few companies train their people on employee selection, which is kind of crazy when you think about it, given the importance of hiring well and what happens when you don’t. 

Whenever I coach and train clients on Selecting for Success, we start with the common traits among their top performers. Before you attempt to hire people, you have to get real clear on the characteristics you’re seeking. Otherwise, how will you know if the person you’re interviewing is the right fit for you?

Here are some of the more common traits to look for when seeking to hire top talent, as well as some questions to ask yourself to help you ascertain if the person you’re interviewing possesses a certain characteristic. 

As you read through this list, take note that these attributes are innate—meaning you can’t train people to be this way. 

Enthusiasm tops my list. I mean, do you really want to work with people who aren’t particularly excited about the work you’re doing? Does the person you’re speaking with come across as passionate, or are they merely providing you with rote answers? Are they asking you well thought out questions or the stock questions you’re used to hearing?

Flexibility is vital, especially during this pandemic. Most of us are in pivot mode right now, meaning we find ourselves changing course at a moment’s notice. Is the person you’re interviewing seeking a role where they know exactly what they’ll be doing day in and day out? If so, keep interviewing!

Curiosity is a trait that’s common among high performers. Your company will never improve if people aren’t pushing the envelope and asking why things are done a particular way. 

Do you get the impression that the person you’re interviewing is fine with the status quo? Here’s a way to test your theory. Ask them to tell you about a new idea they’ve recently suggested to their boss. Don’t focus so much on the specific answer. Remember, you’re looking to assess their curiosity. Are they looking around the organization and asking “why” a lot? Or are they merely doing what they’re told to do?

Assessing candidates is a skill that can be learned. When you master this skill, you’ll find the quality of your hires will improve tenfold, and you’ll spend way less time managing poor performers out of your organization. Now, doesn’t that sound intriguing!

This week’s challenge: List the top three traits you’re looking for in candidates and share this with those on your team who are involved in the hiring process. If you’d like me to review your list, send it to me at [email protected], and I’ll provide you with feedback.