Use Anti-Bonding When Hiring Salespeople

Here is an interesting article from Columbia Business Times titled The Mysteries Of Hiring Salespeople Unlocked.  Good title.  The short article has some excellent advice and some marginal suggestions.  From the excellent column (emphasis mine): 3. Unlearn your present interviewing system. First, throw away the hiring profile assessment you are using now (are you using one?), and instead find one that measures sales skills, adversity, toughness and, most important, whether this applicant will sell for you in your industry. Second, remember this applicant was someone else’s salesperson. Salespeople who “turn over” get good at giving you answers you like to hear. Third, instead of using your natural bonding skills, try… Read More

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