Of Objectivity

I preach this point from the mountaintop as often as possible so I’ll continue here – sales is the single most difficult position to hire in any company.  The reason is simple, accurately predicting sales success by discerning candidate capabilities is…well, often a crapshoot.  This fact is why it is imperative to use assessments to gain an understanding of what the candidate has “under their hood.” A prime example is emotional control.  Successful salespeople have this trait.  It is a broad term so let me put a finer point on it: This is the ability of a salesperson to maintain rational and objective actions when experiencing strong internal emotions. This… Read More

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