The Devil is in the details!: Blog

The Devil is in the details!

{by John Smith Partner at Kellen James}

Recently we had a candidate who was the #1 finalist for a Sales role with one of our premier clients.  We’ll call him Spencer. Spencer had an impressive track record of success, a string of Sales Awards, an impeccable resume with glowing references. Spencer was a real “Superstar”. He was extremely polished, well spoken, courteous, knowledgeable, and well groomed. The perfect candidate!

Spencer listened to our counsel intently as we discussed the client, their corporate culture, the personalities and expectations of the various Managers. Spencer did his homework and then some. He was always prepared. Spencer successfully maneuvered through several rounds of interviews, wowing them at every turn. The feedback we received from each Manager was glowing. Their comments were almost scripted; “Spencer is the most impressive candidate I’ve ever met…”…. ”Spencer is exactly the type of Rep we’re looking for…”

While we were trying to figure out a way we could clone Spencer in each major Sales Region, we had to prep him for one final meeting. The final “formality” interview with the Sr. VP who would be signing off on the offer. Spencer was very excited about the meeting. True to form he was ultra-prepared. Spencer informed us that he tripled-checked his briefcase for the requisite meeting materials before he left for the airport.  He had a small volume of information he was reviewing on the flight out. Spencer even bought a new suit for the interview.

The hours passed slowly as we waited for Spencer’s interview to conclude. Finally, the call we were all waiting for came in. Spencer was ecstatic! He really hit it off with the VP. They met for several hours. Their conversation was very strategic. They discussed the territory, clients, expectations and the details of the comp plan. This was excellent news, just what we anticipated. We would call the VP immediately to discuss the next steps and deliver the offer.

The VP’s feedback was almost identical. He thought Spencer was a very bright young man with a lot to offer. BUT…, he would not be extending an offer to Spencer. We could not believe what we were hearing. Why we asked? What had happened that turned the VP off? As the interview was concluding, Spencer began to relax and he adjusted his seating position and crossed his legs. So far this did not sound so bad. And then what we asked? “That’s it.” It was at that moment the magic was broken and the VP decided not to extend and offer. Not being ready to admit defeat, we challenged the VP. What could have been so offensive about crossing your legs? “Oh no”, it wasn’t that at all we were told.  “It was his inattention to detail.” Huh? In spite all of Spencer’s preparation and research; it was one small error in judgment that cost him a $150k job. You see, when Spencer crossed his legs the VP noted that he was wearing ankle-high golf socks with his finely tailored suit.

This would seem like a trivial matter, not that important in the big scheme of things. It was however, important to the VP. If there was one message I drilled into Spencer’s head in each conversation, it was the importance of Professionalism and attention to detail.  Spencer spent days preparing for the meeting. He’d even purchased a new suit for the occasion. He had to pack for the trip and in doing so made a conscious choice to wear golf socks. It was this one small detail, or rather lack of attention to a small detail that killed the deal.

The moral of the story is this; no detail is too small or insignificant. It is often the small details that that make a difference.