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  • August 2021
  • Article
  • Top Sales Magazine

Improving Sales Hiring

By: Frank V. Cespedes
  • Format:Electronic
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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

Sales; Selection and Staffing

Citation

Cespedes, Frank V. "Improving Sales Hiring." Top Sales Magazine (August 2021), 20–21.
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About The Author

Frank V. Cespedes

Entrepreneurial Management
→More Publications

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  • How Managers Can Build a Culture of Experimentation By: Frank V. Cespedes and Neil Hoyne
  • Avoid a One-Size-Fits-All Approach to Sales Coaching By: Frank V. Cespedes
  • Getting Up to Speed in Your Sales Efforts By: Frank V. Cespedes and Zoran Latinovic
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