One of the jokes we like to tell is how managers select salespeople. If they’re breathing and have a pulse, they’re hired.
Unfortunately, this is often reality, and its part of the reason our industry suffers from a bad reputation.
Resumes and background checks are important, but they’re not enough. Some people with great character and good personalities simply don’t have the psychological makeup that’s necessary to be successful in selling.
Pre-employment exams are good for every area of your business. While thoroughbreds are great for the Kentucky Derby, they’re terrible for hauling around a beer wagon.