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Business Consulting For The 21st Century Via A Holistic & Intelligent Approach

Don’t confuse quantity with quality

Consumed => “Should You Hire a Salesperson with Less Than 250 LinkedIn Connections?” by Robert Levin on NY Report.

=> My value add (i.e., left a comment)…

Pardon me for being direct but…This is such the wrong question.

The real issue is the quality of the connection, as well as the person’s ability to make quality connections going forward. To use a website analogy, it’s not about hits, visits, page views or Likes on Facebook. It’s about conversions. Can this salesperson convert? Can they be trained to convert? Are their 25 connections more relevant than 250 connections?

I’m not suggesting LinkedIn isn’t helpful. But these old school (read: dated) quantity oriented questions that are applied at 50,000 feet are more likely to be misleading than they are helpful. And contrary to popular belief not everyone is on LinkedIn, Twitter or even Facebook for that matter. Even if they were Mark Cuban once said, “If you’re looking where everybody else is looking, you’re looking in the wrong spot.”  Nuff said. (Link to Cuban in Esquire from 2006.)

BTW, the right question is: How do I judge the quality of connections a potential new hire salesperson has on LinkedIn? And how do I judge the quality of her/his connection’s connections? Is this person capable? Can they learn? Do they fit our culture? Will their style mesh well with the expectations of our target(s)?

In short…do the have the right qualities? Pun instended.

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