I come across this often – a company wants to hire a superstar salesperson and the hiring manager’s first instinct is to find a loquacious talker. Perhaps you have seen this approach too? Clearly no readers of the Hire Sense would administer this approach in their hiring. Right? Ok, maybe not. The point is that smooth talkers are not categorically the best salespeople. I am appreciative of good communicators, but being good at talking is the lesser part of communication. Being an active listener is more important. This fact is often overlooked in sales hiring. The reason this ability is important is that is supports the foundation of successful selling… Read More
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