Before you block out another morning for a frustrating round of sales rep interviews consider this: you are probably recruiting all wrong. Instead of fresh blood, maybe you need sales reps with a particular strain of selling DNA.
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What would happen if you handed your salespeople a handbook on selling, or a computer screen full of text...would they read it through? What percentage of them would groan and roll their eyes? It’s not that people don’t enjoy learning. As humans we have an innate constant thirst for new information- it’s why we have a love affair with our smartphones.[…]