Onboarding Issue: Separating Buying and Selling

Transition Management by George BradtPublished on

One organization used a trial by fire approach to interviewing, pushing candidates very hard with case studies and deep, probing questions.  Once they identified people to hire, they would switch into selling mode to win them over to the team.

Issue

The issue is that this made it hard for new recruits to figure out which organization they were joining: the tough team that interviewed them or the more gentle team that was trying to get them to say yes.

Suggestion

Our suggestion is that organizations should be pre-selling while they’re buying, essentially acting the way they really act all the time.

George Bradt – PrimeGenesis Executive Onboarding and Transition Acceleration

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