Conclusion
How many salespeople are above average in the IBM sales force? The Merck sales force? The GE sales force? Is it 90, 80, or 75 percent? The statistician says it is 50 percent, and the statistician is right. In every sales force, 50 percent of the people are performing below average compared to the sales force as a whole. Some of these people may be hiring errors. There is a big labor pool out there. Every firm could do better. Every hiring process has room for improvement. Hiring is the most critical activity sales management performs, so improvement is worth the effort.
A good hiring process is systematic, objective, and thorough. It is fast, it is cost-effective, and it meets organizational goals. Finally, it is legally defensible ...
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