Barbara Corcoran: How to Hire Like a Shark | Big Think

Summary

In this video, the speaker shares valuable insights on hiring the right people for sales and management roles. They emphasize looking beyond resumes and focusing on key traits such as insecurity with something to prove, a positive attitude, and a strong work ethic in salespeople. For managers, loyalty, positivity, and organizational skills are crucial, along with the ability to follow through on tasks. The speaker underscores the importance of learning from mistakes and refining hiring strategies based on experience to build a successful team.

Takeaways

• 😀 Salespeople should be insecure with something to prove, as this humility drives success and improvement.
• 😀 Confidence without humility can prevent someone from becoming a top salesperson, as cocky individuals often lack the drive to succeed long-term.
• 😀 Positive attitude is crucial for salespeople to bounce back quickly from rejection and setbacks.
• 😀 A successful salesperson needs a high level of resilience and a 'hit me again' mentality to keep going despite difficulties.
• 😀 Work ethic is key in sales—no one can succeed without putting in the hard work and dedication.
• 😀 Managers must have loyalty, as they form the foundation of the organization and help it stand strong through challenges.
• 😀 A positive attitude is just as important in managers, as it ensures they can find solutions and keep the team on track.
• 😀 A good manager must be organized, but they should rate themselves realistically (around 7-8 out of 10) on organization rather than overestimating their skills.
• 😀 Following through on commitments is a critical trait in a manager—they must complete tasks and ensure nothing is forgotten.
• 😀 The best hires are based on traits, not resumes—focus on individual qualities and experiences rather than conventional qualifications.

Q & A

What key traits does the speaker look for in a salesperson?

The speaker looks for three key traits in a salesperson: insecurity with something to prove, a positive attitude, and a strong work ethic.

Why is insecurity considered a positive trait in salespeople?

Insecurity is valued because it drives salespeople to work harder and prove themselves, which helps them persist through challenges and setbacks.

What role does attitude play in sales performance?

A positive attitude is essential because it helps salespeople bounce back quickly after setbacks. It minimizes self-pity and keeps them focused on achieving their goals.

How does the speaker view resilience in salespeople?

The speaker views resilience as crucial. Salespeople should be able to take repeated hits without getting discouraged, continuing to push forward without dwelling on failures.

What does the speaker mean by having a 'low IQ' in the context of sales?

A 'low IQ' in this context refers to being able to endure repeated rejection or failure without getting demotivated. It's about resilience and persistence, not intelligence.

What are the top three traits the speaker seeks in a manager?

The speaker looks for loyalty, a positive attitude, and strong organizational skills in a manager.

Why is loyalty considered critical in a manager?

Loyalty is crucial because it provides a stable foundation for the team and the organization, ensuring that the manager will stand by the company and team through challenges.

How important is organization when hiring a manager?

Organization is very important because a manager must be able to effectively manage tasks and ensure follow-through. The speaker prefers candidates who demonstrate self-awareness of their organizational skills.

Why does the speaker avoid hiring managers who rate themselves as '9 or 10' in organization?

The speaker avoids hiring those who rate themselves too highly because it suggests a lack of humility or self-awareness. The speaker prefers candidates who acknowledge that there is always room for improvement.

What is the significance of 'follow-through' in a manager's role?

Follow-through is essential because it ensures that tasks are completed as directed, regardless of distractions. A manager must be dependable and persistent in executing plans.