HIRING, DEVELOPING, COMPENSATING — CULTIVATING SALES REPS

Here are some of the qualities I suggest be included in the selection processes:

CAPACITY TO STRIVE FOR EXCELLENCE. There are no tests that can accurately predict an individual’s capacity to strive for excellence. However, I try to ask, “Can you tell me of a situation in which you performed at a level of excellence, and what you learned from that experience?” If an individual has no such experiences to relate, then I suggest that you are probably interviewing someone grounded in “mediocrity.”