“People decisions are the ultimate — perhaps the only — control of an organization. People determine the performance capacity of an organization.” — Peter Drucker
Hiring the right sales person is undoubtedly a manager’s most important task. No other decision has a greater impact on a company’s current and future success. Yet, many managers put more time and effort into preparing for a sales call than preparing for an interview with a sales candidate.
What does your company’s hiring process look like? Is it systematic and standardized? Are you looking beyond prior production for candidates who possess the innate personality traits needed to succeed in consultative sales?