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Who Would You Hire from “The Office”? Three Tips on How to Find the Best Salesperson

In honor of the new season of NBC’s “The Office,” we’re here to examine the Scranton office sales force of paper-product company Dunder Mifflin to offer insights and advice for hiring future members of your own sales team.

Let’s say Dunder Mifflin CFO David Wallace decided to close the Northeast Pennsylvania branch, letting everyone go without reassigning any staff (unlike what happened at the Stamford location in season three), and you had the opportunity to nab just one employee out of its Michael Scott-managed sales crew for your company. Who would you choose? The candidates include:

The slacker-esque, but affable Jim Halpert

JimStrengths: Produces numbers when it counts (once named ninth-best salesman in the company); everyone (unless your name is Dwight) enjoys working with him; is considerate of fellow employees (unless your name is Dwight); is responsible enough to be named the official #2 in charge of the branch.
Weaknesses: Doesn’t routinely take his job very seriously; has the potential for disrupting a stable work environment through his inter-office romance with the receptionist, constantly pulling pranks and coordinating  non-productive group activities; there’s a chance you might find a co-worker’s desk contents in the vending machine rather than your daily Snickers bar because of him (but he does have Jell-O readily available if you don’t mind eating around the stapler).

The suck-up sci-fi geek, Dwight Schrute

DwightStrengths: A fierce dedication to the company; consistently a top performer, even known to out-sell an automated sales-driving computer program; takes his job very seriously; creates a safer workplace thanks to his self-defense abilities and the bottle of mace he keeps in his desk drawer.
Weaknesses: Humorless and odd-behaving, his authoritative demeanor can cause friction; you have to worry about him stabbing you in the back to climb that corporate ladder; he’s just really weird.
Could Go Either Way: If you’re ever in the market for beets, this beet-farmer’s your man.

Insubordinate but consistent Stanley Hudson

StanleyStrengths: Takes his job seriously enough and is typically hard-working; has a laid-back demeanor and is quite thick-skinned (he even handles inappropriate comments rather well); one on whom you can always depend; has longevity with the company and a track-record of always making his numbers.
Weaknesses: Has a knack for completing crossword puzzles on office time; often disgruntled, or “sassy,” as his boss calls him; has little respect for authority; can cause quite a stir when losing his temper or is suspicious that someone is eyeing his teenage daughter; very proud and stubborn.

Preppy, annoying Andy Bernard

AndyStrengths: A Cornell grad; does an adequate job with his numbers each quarter; has a lot of confidence in himself, though it’s often misguided; has an overzealous approach in everything he does; can warm up a cold, dreary day in the office by breaking out in occasional song.
Weaknesses: Has a penchant for losing his temper and violent outbursts; can really get on people’s nerves, especially with his bestowing of obnoxious nicknames on co-workers; not the sharpest tool in the shed despite his Ivy League credentials.

The soft-spoken, well-connected Phyllis Lapin

Phyllis Strengths: The Mrs. Bob Vance of Vance Refrigeration is very well connected to the community thanks to her local roots and her husband’s many business associates; knows how to plan one heckuva good party; can accomplish that personal touch to resonate with clients during sales calls; great asset to the company basketball team; great at knitting.
Weaknesses: She’s gossipy, easily insulted and gets embarrassed often; has never been a top-tiered producer; has a tendency to complain; great at knitting.

Mary Ross, a corporate recruiter with CareerBuilder.com, shares her insights on which character she would pursue for a sales position. “An organization’s profitability is highly dependent on hiring and retaining top performing sales professionals, but identifying the ‘right’ talent is the most defining and fundamental component in assembling a sales force that is sustainable in today’s competitive marketplace,” Ross explains. “Essentially, I use three skill dimensions to evaluate sales candidates.”

These dimensions are sales, job-related and soft skills. Her breakdown of each follows:

  1. Sales Skills—“Regardless of their industry or product they’ve sold, there are basic sales skills that are vital for success. These include prospecting, qualifying, negotiating, closing, etc. During the initial screening process to see if they are qualified, I’ll ask questions such as these: What is your methodology in finding prospects? What process do you go through to qualify a prospect? How do you organize a presentation? What is your closing percentage?”
  2. Job-related Skills—“I want to know who their target audience was–were they selling to Fortune 500 executives, small business owners or consumers? What size companies were they targeting? Was the product tangible or intangible? Were they selling on price or value? Were they provided leads or did they develop them? Did they hunt for new business,  farm existing customers or both? What was their commission structure? These questions reveal the framework in which they worked, and let you assess how they’ll fit into yours.”
  3. Soft skills—“The level of mastery required in the first two varies depending on the role and the organization, and helps determine whether or not an individual can sell. But the secret ingredient of selection is embedded in this third dimension. It determines if they will sell. These skills, which include passion, drive, work ethic, and more, are what separate the best sales people from the pack. They are also the inherent skills that spark the debate of whether salespeople are born not made.”

So with this litmus test, which “The Office” sales person would she target for her sales force?

“I have only seen ‘The Office’ a handful of times and when asked which one I would hire, Jim immediately came to mind,” Ross explains. ”But not so fast, he’s not my choice. Ironically, we are all guilty of making subjective hiring decisions based off first-impressions or how well we connect with someone.

“After reading the profiles above, I didn’t want to hire any of them, and let’s just say for the record that none of them are my ‘ideal’ candidate. But I can narrow it down to the top three.

“If Jim produces when it counts, then he clearly has the ability to sell, and having a positive impact (even though sometimes he takes other people out of their game) on the culture of a sales environment is more important that most think. But he’s not always driven (author’s note: unless it involves Pam Beasley).

“Dwight is consistently producing at high levels, but his demeanor is unhealthy for any sales culture and he appears to be very concerned by what others think of him. Confidence and self-esteem are critical in sustaining long term success in sales.

“Stanley is hard-working, laid-back, thick-skinned and most importantly, LOYAL.  He doesn’t add much to the culture, but he does not seem to take away from it either.

“Based on these profiles, who would I hire if I had to hire just one of them? It’s tough because they all seem to have weaknesses, but these appear to be the direct reflection of ineffective leadership.

“That said, I would demote Michael and hire him. Many companies are guilty of promoting their top producers to management regardless of whether or not they have the skill-set to lead. Being a sales manager has little to do with managing and everything to do with motivating, coaching and developing. Michael does a great job creating a fun environment, but it seems there is little communication as to what the expectations are for his employees.”

“But since he is not a choice here, it would be… Stanley.”

So that’s what Mary said: Regional Manager Michael Scott would be her choice if he was available as a salesperson (not in a management role), followed by Stanley. Mary, thank you for all your keen insights!

Now, who would your hire? Vote in the poll and comment on your choice below. And be sure to check out our hirings in Scranton by clicking here. Or we’ll sic Dwight on you.

[poll id="6"]

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As a sales manager, I would pick Dwight, but only if it would make one of his kind in your group. Two overzealous and overbearing overachievers would be a significant distraction. If you had more than one Stanley, they can poison a group. Jim, Andy, or Phyllis can work better with a variety of people. I guess it depends on what kind of people you currently have.

I would go with Jim. With appropriate sales coaching and expectations, Jim has the best chance of success.

I wouldn't hire any of them. Real sales people are out of "the office". Pun intended.

Jim and Stan have the greatest potential. They are capable and smart, and have sufficient people skills. Their frustration shows only because they have a boss that is insecure and has a low emotional quotient (E.Q.). I was advised once that it is better to work for an incompetent boss, rather than for an insecure boss. An incompetent boss needs good workers around him. An insecure boss is threatened by any competent employees around him.

Jim and Stan would both succeed with a better boss. Jim is a bit bored in his current position and would probably have been promoted by another boss. (His current boss is too insecure to promote him...or to praise his good characteristics.) Stan too would perform better if he didn't believe that his good works were somewhat futile in the current environment. Dwight while a performer, poisons the rest of the office by having his boss "reward" his poor behavior.

Missing from the list...Toby. Toby is responsible, and quietly does his job. Just needs a little more confidence

I disagree with Stanley as the "one". His aversion to authority albeit Michael's often misguided authority, would cause more problems than it's worth. While Stanley does "lay-low" in the office and constantly produces, he seems to be at his limit. He would never slack, but he would also never go above and beyond. I think Jim, with a boss he respects, like the manager at the Stamford branch (I can't recall his name)would go the extra mile, and become a superstar. If you take both Pam and Dwight out of the picture, which are obvious distractions, he could concentrate on his career. Finally, not only does Jim constantly produce, but he gets along with all types of people, which is extremely important in a sales environment.

I would choose Jim and Stanley. Jim is a producer and Stanley is consistent, a maverick and thick skinned.

NO brainer...Stanley and Dwight are poison to a sales environment where positive energy and and creativity need to thrive. Jim is my choice, and with good management and motivation, he will be a top producer and A-1 employee.

I would ABSOLUTELY hire Jim. Have we all forgotten about his performance when he left the Scranton office? Hire Jim, don't hire Pam, forget about Dwight, and give Jim the leadership he needs and he will out-sale Dwight. The issues in that office stem from the fact that Dunder-Mifflin promoted Michael Scott. :-) I have watched all of the episodes.

I've always thought that about Michael. In the episodes where he does something good so that the writers can justify his continued employment by Dunder Mifflin, it is always him making a huge sale. A perfect example of the Peter Principle.

Phyllis Lapin VANCE. She's a lady and a closer. And I oughta know.

As a sales manager, I would pick Dwight, but only if it would make one of his kind in your group. Two overzealous and overbearing overachievers would be a significant distraction. If you had more than one Stanley, they can poison a group. Jim, Andy, or Phyllis can work better with a variety of people. I guess it depends on what kind of people you currently have.

I would go with Jim. With appropriate sales coaching and expectations, Jim has the best chance of success.

In today's bad economy there's no need to settle. I wouldn't hire any of them. We need a combination of loyalty and good attitude and production. None of these people have it. If you are a top producer and have the right attitude send a resume my way. Visit VeriPic.com first to see if we are right for you.

I wouldn't hire any of them. Real sales people are out of "the office". Pun intended.

I think if Jim were given direction and challenges (as noted Michael does not do this) by his manager, I think his focus would be on production and not on pranks.

Jim and Stan have the greatest potential. They are capable and smart, and have sufficient people skills. Their frustration shows only because they have a boss that is insecure and has a low emotional quotient (E.Q.). I was advised once that it is better to work for an incompetent boss, rather than for an insecure boss. An incompetent boss needs good workers around him. An insecure boss is threatened by any competent employees around him.

Jim and Stan would both succeed with a better boss. Jim is a bit bored in his current position and would probably have been promoted by another boss. (His current boss is too insecure to promote him...or to praise his good characteristics.) Stan too would perform better if he didn't believe that his good works were somewhat futile in the current environment. Dwight while a performer, poisons the rest of the office by having his boss "reward" his poor behavior.

Missing from the list...Toby. Toby is responsible, and quietly does his job. Just needs a little more confidence

I disagree with Stanley as the "one". His aversion to authority albeit Michael's often misguided authority, would cause more problems than it's worth. While Stanley does "lay-low" in the office and constantly produces, he seems to be at his limit. He would never slack, but he would also never go above and beyond. I think Jim, with a boss he respects, like the manager at the Stamford branch (I can't recall his name)would go the extra mile, and become a superstar. If you take both Pam and Dwight out of the picture, which are obvious distractions, he could concentrate on his career. Finally, not only does Jim constantly produce, but he gets along with all types of people, which is extremely important in a sales environment.

I would choose Jim and Stanley. Jim is a producer and Stanley is consistent, a maverick and thick skinned.

I understand Lisa's point about Stanley's attitude issue, but I also remember the recruiter's statement that it may have to do with the leadership they are under. I consider myself a loyal employee who cares about the company I work for and treat it like my own. However, I am starting to feel contempt for my company's lack of leadership and their willingness to let their own egos get in the way of potential progress because they do not respect their employees. Although I try not to get too upset when my efforts to make great contributions are thwarted or ignored because of my company's lack of respect for HR as a function, I have been known to get frustrated to the point where I may say something smart allecked (only to my manager however, of whom is just as frustrated as I am). Does that make me someone not worth hiring?

NO brainer...Stanley and Dwight are poison to a sales environment where positive energy and and creativity need to thrive. Jim is my choice, and with good management and motivation, he will be a top producer and A-1 employee.

I would ABSOLUTELY hire Jim. Have we all forgotten about his performance when he left the Scranton office? Hire Jim, don't hire Pam, forget about Dwight, and give Jim the leadership he needs and he will out-sale Dwight. The issues in that office stem from the fact that Dunder-Mifflin promoted Michael Scott. :-) I have watched all of the episodes.

As a manager I'm surprised to see that Stanley was the recruiter's choice. I say this because although he may seem like a good hire, based upon the above reasons, I really wouldn't want him on my team. I don't watch "The Office" every week but have seen the show enough to know the character archetypes. Someone with a bad attitude and blatant disrespect of authority will eventually poison the rest of the team. Learning from experience, it is a lot easier to take someone like Jim and make him more professional than to change a negative attitude like Stanley's.

Can we please dispense with such nonsense and get back to more meaningful and serious subjects? Like will Miley Cyrus and Selena Gomez ever become friends?

I've always thought that about Michael. In the episodes where he does something good so that the writers can justify his continued employment by Dunder Mifflin, it is always him making a huge sale. A perfect example of the Peter Principle.

Dwight's a machine, but who wants a Dwight around the office? Jim's funny, but think of all those sales he could be making while he's pining over Pam or pulling pranks. I agree with Stan the Man.

Can't I hire Pam? Not for a job, of course....

Trackbacks

  1. [...] http://thehiringsite.careerbuilder.com/2008/10/06/who-would-you-hire-from-the-officethree-tips-on-ho... I enjoy the logic and I cannot argue with the choice made.  Pay attention to the qualities the writer values. [...]

  2. [...] The Hiring Site checks on five of Scranton’s sales people — Jim, Dwight, Andy, Stanley and Phyllis — and evaluates their skills and weaknesses. You probably will be surprised who the corporate recruiter of the site (Mary Ross) has picked. [...]

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