Past Behavior Predicts Future Behavior When Hiring for Retail | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

So many times I have people say it's hard to get good employees these days, and absolutely it is, but you know what, it always has. One of the things that I always look at is the past behavior of someone. So, if someone has worked at another retail store, or somewhere where they've sold something, I'll ask them to describe a sure sale that they lost, and why they lost it. Now, you might have to shut up. Don't try to fill in the blanks. They might be like, "Well, I don't know," and you say, "Well, just take a moment."

You want them to be aware that they had a role in somebody not buying something. They said the wrong thing. They confused it by putting in another item at the last minute. They had discounts, and coupons, and all of these rebates, and the customer got lost. Whatever it is, you're looking for honesty, because when you're hiring people, past behavior predicts future behavior.

If you love what you heard on Retail Today, connect with Bob by visiting retaildoc.com or send a message to bob@retaildoc.com. Thanks for listening!

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