b'SELECTION STRAIGHT FROM THE expertsThe Art of Selection: Why Hiring Tough is Your Best Management StrategyBy Emily EsteyI n my role, I spend a lot of timelooking for good talent, but once working with teams on the salessomeonefindsgoodtalent,its process.Heresonepieceofimportant not to get too excited and advice I always give: slow down theautomatically push the hire button.sales process to speed up the sale. Selecting the right candidate takes The same is true for selecting thepatience, knowledge, and curiosity. Emily Estey right candidate for a job. It goes beyond the obvious inter-VP / SeniorStatisticsaboutbadhiresareviews, resume reviews, and refer-Consultant, Thealarming. According to LinkedIn,ence checks. All of those things are Center for Salesbad hires can result in a 32% drop incritical, but theyre just the tip of the Strategy employee morale and a 36% dropiceberg when it comes to selecting in productivity. While some say thethe best candidate for the role. average cost of one bad hire is 1.5Smart selection involves a thorough to 2 times their annual salary, theapproach to evaluating talent, skills, Harvard Business Review says itexperience, and culture fit.can cost up to 4 times their annual salary. Where should you Want to avoid badstart?hires? As it turns out, the art of selection actually begins with recruitment. Recruiting candidates is difficult.First, clearly define your job require-Every manager I work with is alwaysments. This includes responsibili-74 The Art of Selection: Why Hiring Tough is Your Best Management Strategy'