The Key to Better Production

Patricia Sherlock

“Don’t hire people based on your instincts. Have a process in place to research and test applicants thoroughly” — Peter Drucker

At financial firms large and small, I hear from managers who are struggling with how to increase individual production on their sales teams. This may seem like a development issue but the heart of the problem often lies in hiring decisions. The hard truth is: All sales candidates are not created equal. Research holds that only 1 in 4 candidates possess the raw sales talent to excel in consultative selling. Managers who want to hire better quality salespeople need to have a process in place to objectively determine whether candidates have natural sales talent.

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