CHAPTER 15

Screening Out the Inappropriate

The dilemma of the selection process that we’ve just outlined is that you have to cast a very broad net to attract individuals who have sales potential rather than just past sales experience. So how do you narrow down your pool of candidates?

We suggest a pyramid approach to the selection process, starting with the broadest base of applicants that can be created by good recruiting, and then narrowing, step by step, to the peak of the pyramid, from which the finalists are evaluated and from which the individual or individuals are selected to fill the position. Broadly speaking, this pyramid process is divided into the screening-out segment, narrowing the base to manageable numbers, and then a final screening ...

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