Key Insights That Will Improve Your Hiring

Successful hiring is easy to describe: Identify the kind of salespeople required, find people who fit the profile, and attract them to the company. However, successful hiring is hard to do. This section describes a number of key insights that can enhance the recruitment of salespeople, and the following section presents a process for effective hiring.

Ad Hoc Interviewing Is Unreliable as a Hiring Tool

Some companies rely mainly on two ad hoc interviews, one with the first-line sales manager and the second with the regional or national sales manager. This hiring process can be improved.

Studies (across many job categories) show only a 14 percent correlation between interview predictions and job success. ...

Get The Complete Guide to Accelerating Sales Force Performance now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.