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Getting Sales Recruitment Right

Monday, July 4th, 2016

Sales recruitment is no different to recruiting for any other role. For each candidate you need to identify the ‘how’, ‘can’ and ‘will’. Interviews assess whether your candidate knows ‘how’ to sell but do not identify whether they ‘can’ or ‘will’. A sales role-play can help you understand whether a candidate ‘can’ sell. Their ‘will’ to do so is harder to pinpoint but if you don’t also assess this then you won’t have a complete picture of your candidate and that’s why your sales hires don’t work out.