While Herb was teaching at Rutgers, an insurance company approached one of his associates about a possible consulting project. Since it had to do with personality assessments, the colleague asked Herb if he might like to collaborate. Essentially, they were looking for a thorough review of all of the psychological tests available at the time to determine if any of them could predict whether an individual had the innate ability to sell.
Three months later, Herb and his colleague wrote a memorandum that basically said that there was nothing like that in the marketplace. The insurance company thanked them and paid them an attractive sum.
That’s when the lightbulb went on.
Herb and his colleague, David Mayer, sensed ...