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edge requ ired of the new sal e s dir ector s. Thi s data was then used
to develop job interview qu estio nnair es and a one-day sales assess-
ment simulatio n. Ove r the next th ree months, all internal sale s di-
rectors and external candidates (over seventy people, i n all)
par ticip ated in the sales a ssess ment proces s, which eva luate d their
skills on such a reas as the a bilit y to develop a market str ategy and
to present a sal es pre senta tion t o a moc k cust omer te am.
In a dditi on, each int ernal and external candidate (incumbents
were trea ted as job candidates and were requi red to formally apply
for one of the