Let’s keep the “so what?” principle going before the weekend. <\/p>\n
Recently in a face-to-face interview for a business development role candidates were asked – “How have you developed territories in the past?” The question was purposely vague to see if they would ask for clarification to understand what we were specifically looking for before responding. Ideally, the candidates would not only explain how they went about developing a new territory, but the impact it had on their company (the so what? factor).<\/p>\n
One candidate stood out from the rest and not in a good way. He did not ask qualify the question nor did he give it much thought. In fact, he actually answered the question before I could finish asking it:<\/p>\n
By educating the prospects as to why we are better.<\/p><\/blockquote>\n
That was it. Nothing more. Even more importantly, no so what?<\/strong> explanation (I doubt he could have generated anything to support this statement).<\/p>\n","protected":false},"excerpt":{"rendered":"