HomeResearch Articles Assessing and Interviewing Sales Talent

Assessing and Interviewing Sales Talent

  • B-to-b organizations must reach consensus on the sales competencies to assess during the hiring process, and how these competencies should be measured
  • Behavioral interviewing moves beyond the résumé to ensure objective and thorough assessment and comparison of candidates
  • Train the entire interviewing team to use behavioral questions to get candidates to detail how they have developed and used their capabilities
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