I’ve written about this phenomenon in the past and I continually encounter it in many sales areas – the allure of experience. In fact, I just talked to a recruiter from a different part of the country who focuses on sales hiring. We talked a bit of strategy and I was just dumbfounded. This gentleman focuses solely on finding someone with as much industry experience as possible. His primary motivation – find candidates who can bring accounts with them. No discussion about skills, no behavioral-based questions, no attempt at learning their style and motivation…just simple experience. I am not even sure if he asks if it was successful experience. My… Read More
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