How One Owner Finally Replaced Himself in Sales
The hardest hire an owner makes
For years, Phil Jackson knew he needed someone to take over sales. The problem was what that actually meant.
“Sales drives the business, and it’s the hardest thing for me to let go of.”
When he finally moved on it himself, he posted to a job board, ran countless interviews, and made an offer. The new hire was a no-show on their first day.
“That experience really shook my confidence in hiring.”
A process instead of a gamble
Working with Neal Glatt Sales & Strategy, Phil put the OMG Sales Candidate Assessment at the front of his hiring process. Candidates completed an online sales evaluation before he ever opened a resume.
413 resumes came in. 131 candidates completed the assessment. Roughly 30 were recommended.
“413 resumes is a lot of reading if I had to go through them all. But with the assessment, I only focused on the candidates who had already proven they could sell. It made a massive difference.”
Neal's team walked him through interpreting the results and structuring interviews, with training videos at each stage.
The results
Within two months, Phil filled the role — and was just as confident about the people he didn't hire.
The most telling part: the person he hired would never have made it past the resume screen.
“Honestly, if I’d just read her resume, I wouldn’t have even given her an interview. The assessment showed me she had what it takes.”
