First Business

May 13, 2011

Sales: What to Look for in Candidate Interviews

Not long ago in these pages I laid down my own commandments (as I referred to them) of sales leadership. One of them hire wisely, not well seemed to touch a particularly sensitive nerve among business owners and senior sales management. Let me take the topic a little deeper.

Sales leaders often attempt to hire "well†instead of wisely. In other words, they place too much stock in a candidate’s claimed track record and number of customers and contacts that he or she will bring along into the new job. These claims virtually never pan out.

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