64% candidate ghosting is due to wrongly qualifying interest!

In sales function, those sales people who are accurately able to identify qualified opportunities are the ultimate winners. This has been the sales success mantra for 100s of years! An at overall level a good sales person is able to judge whether or not the buyer needs the product immediately; whether or not the buyer has the required budget to buy; whether or not the buyer is clear about why they want to buy and what are his/her considerations while buying etc etc

So once the sales persons accurately determines the answers to the above questions (by right probing), the likelihood of the sales closing significantly increases.

Circa back to recruitment. Latest research said that candidate ghosting (candidate not showing up for interview, not showing up on joining date, lying, not telling the truth etc etc), is significantly dependent on how the recruiter qualified the candidate in the first place! 64% is a very contribution to this GDP impacting time wastage that happens in Recruitment, day-in-day out..

While hiring will continue to be a subjective matter largely (data-driven is just a buzz-word that product vendors use to trap hapless TA buyers), recruiters will need to hone this skills extensively to remain relevant in today’s talent for war. Some broad qualifying questions from recruiter’s perspective could be:

• What type of role do you prefer; individual contributor, leading a team, team player?
• How would you want our company to implement work-life-balance for you?
• What type of assignments and projects you enjoy working on that we can explore?
• What type of incentive plan will motivate you to go beyond your call of duty?
• In what way do you want us to help you grow professionally?
• At this stage of your career what would not make you take an offer: compensation, role, flexibility?
• What type of traits you would rate higher in a boss: Fairness, Learning, Flexible, Understanding?
• What you value higher: Challenge, Respect, Belongingness, Visibility?
• What type of environment you value higher: Secure, Fun, Casual, Transparent?
• If salary and location parameters are met, what would be your third criteria of choosing a company?
• While, the dilemma of mapping the candidate answers to what you have on offer is going to be the toughest part; remember, ultimately only highly matched deals will work out. This is true for sales and it is true for hiring.

Why has hiring been missing on this age-old knowledge so far? Because hiring was never looked at as a classic sales process (because unfortunately sales process itself was viewed so skewedly anyway).

In conclusion, unless you qualify your prospect/leads/candidates properly, you will only be wasting your and your company’s time grossly!

By Callify.ai team, A Calling & Qualifying software for recruiters.