“Don’t hire a person for what they can’t do; hire them for what they can do.” — Peter Drucker
What I’m hearing in the field is how difficult it is to hire good people. Some financial firms are having to interview 50 candidates before hiring one good sales person. While this means more time and effort are required to find a good match, there are ways to make the hiring process more efficient. For example, pre-hire assessment testing can identify candidates who do not possess the inherent traits to excel at consultative sales, eliminating up to a third of the candidate pool.