How do you know if the sales candidate you -- or your sales manager -- fell in love with is really a superstar? Before you pin your hopes on your managers’ ability to screen, recruit, interview and hire salespeople look for proven ways to raise your new-hire success rate. The best way to start is to initiate pre-employment testing. But the key to pre-employment testing is to ensure you’re testing for the right things. For example: Do you want to hire salespeople who know how to sell? Or do you want to hire people who will sell? Understanding the difference can make or break your...


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