Along the way, satisfy yourself that the applicant can both handle the job and perform it as you and your organization see fit. Don’t just take the candidate’s word for it. Require each promising potential new hire to show you what he or she is capable of by making some tough decisions and by completing an assignment that proves the candidate is serious about the job and competent to do it.

Baystate Financial Services, for example, requires inexperienced candidates to choose a specialty market to focus on: doctors, college professors, or accountants, for instance. Then each candidate is asked to conduct fifty marketing ...

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