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. ...