Problems do occur when the wrong people are recruited and selected to do a particular job. One of the problems usually occurs when the company decides to not hire anyone for a long period.
This would lead to a large number of quits in future years due to the ageing of the personnel and would ultimately endanger mobility and flexibility and lead to problems related to production disruption when a relatively large scale recruitment has to be carried out in a short time spell, (Giovanni 1995, 9). Besides that, problems also occur when the company decides to recruit and select internally.This is because a staff from a different department might have no experience or knowledge in another field. Also, interviews like any other selection tools, may fail to predict adequate information of the personnel on the job due to the interviewer being bias or allowing his personal opinions, attitudes and beliefs to influence the judgements about a candidate, (Ingram et al. 2006, 142). Not only that, a company might end up recruiting and selecting a person which has the personality of a leaver.
This means that the employee is one that would not try and just quit the job if he feels like it.This would ultimately cost the company more time and money as the company would need to recruit and select another person to replace the leaver’s job, (Pendlebury 1970, 325). Apart from that, if the company selects a wrong person with no proper experience or knowledge in the job, training programs would have to be given which is not only time consumer but also expensive.
On top of that, the turnover rate for sales people are usually very high as most sales people do not just sell for one company in their lifetime and ends up working for other companies.(Cron et al. 2005, 124). In conclusion, the roles of recruitment and selection are crucial to a sales force and its company.
Both recruitment and selection are equally important as they are dependent of one another. Without proper recruitment, there wouldn’t be enough high potential sales people which would be able to bring in extra income to the company. Without selection, the company would be having an increase in costs and training will be wasted on individuals who are not meant to sell.When both recruitment and selection are executed appropriately by the company, a good sales force can be built and would have the potential to achieve consistent revenue or exceed current sales for the company ensuring more income. High turnover rates could also be reduced because if the sales force is good, the company will be happy and in return will keep the sales force happy.
If recruitment and selection are handled wrongly by the company, it would lead to the company having problems related to production disruption which would in the end cause the company to be in a loss.