Publications
Publications
- August 2021
- Top Sales Magazine
Improving Sales Hiring
By: Frank V. Cespedes
Abstract
Sales hiring presents inherent challenges not found to the same extent in talent management in other functional areas. Moreover, common hiring practices make a tough job needlessly harder. This article suggests practical ways to improve sales hiring: Hire for the Task, Avoid Behaviorally Useless Cliches, and Complement Interviews with Behavioral Assessments. In addition, because sales hiring requires making complex judgments about people’s future performance in a changing external market environment, Assume Mistakes Will Happen but also establish certain processes that help to minimize the sunk-cost fallacy in this aspect of critical human capital.
Keywords
Citation
Cespedes, Frank V. "Improving Sales Hiring." Top Sales Magazine (August 2021), 20–21.