Sales Recruiting - How to Hire More Top Sales Performers - Part 2

by Alan Rigg

80/20 Sales Performance
http://www.8020salesperformance.com

Another key reason why companies suffer from 80/20 performance is their processes for hiring, training and managing salespeople rely almost entirely upon SUBJECTIVE information. Think about it:

• What are resumes? They are an individual's subjective portrayal of their capabilities and experiences.
• What occurs during an interview? Interviewees attempt to package their responses to questions in a manner that will make the best IMPRESSION. Meanwhile, interviewers are forming PERSONAL OPINIONS about candidates' qualifications for the position.

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