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Seven Rules for Hiring Extraordinary Talent: A Business Story by Richard J. Pinsker

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Chapter Four

 

Don’t Be Fooled by the Halo Effect

“OK, Charles, what’s the fourth rule?”

“Let me start with an example,” responded Charles. “Early on in Roger’s company he had an outstanding salesperson. This woman could sell refrigerators to Eskimos. Turn her on to a prospect and you were almost guaranteed a sale. As the company grew, Roger wanted to reward Linda further by making her a regional sales manager. That turned out to be a big mistake.”

“What happened? Promotions like that are done all the time. In fact we did the same a couple of years ago.”

“I hope your experience was better than Roger’s.” Looking at Roger, I asked “So what happened to Linda?

With a grin he said,”Charles sure knows how to put a point across. Linda was good, that ...

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