In a comprehensive article on hiring myths, Ira S. Wolfe, the President of Poised For The Future Company, quotes The U.S. Department of Labor, which recommends a “whole person approach” to screening employment candidates. In his article, Wolfe asks the question, “Can a good test compensate for a lack of good interviewing skills?” His response was an emphatic, “No. No. No”.
Having conducted hundreds of employment interviews over the last 39 years as a sales management professional, I must agree with Wolfe’s assessment of the value of testing. In my view, employment tests, should be valued no more than 20 percent in the entire assessment process. The whole person approach, as Wolfe suggests, “...encourages managers to factor in the results of a variety of accepted tests along with prior actual performance and interview results.” A combination of early screening, resume review, personal interviews, employment tests and reference checks are all needed to effectively identify just the right candidate for your sales position. To learn more about the do's and the don'ts of hiring sales professionals, check out my new manual 101 Sales Management Myths at: www.TheSellingEdge.com
To learn more about this author, visit Virden Thornton's Website.
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Virden Thornton
(Visit Virden's Website)
VIRDEN J. THORNTON is the founder and
President of The $elling Edge®, Inc. a 23
year old firm specializing in sales,
customer relations, personal coaching and
management training and development.
Clients have included Sears Optical,
Eastman Kodak, IBM, Deloitte & Touché,
Bank One, Jefferson Pilot, and Wal-Mart to
name a few. Virden is the author of
Prospecting: The Key To Sales Success,
Organizing For Sales Success, 101 Sales
Management Myths, A Realtor's Success
Formula, and two best sellers 101 Sales
Myths and Building & Closing The Sale. He
also has a video/audio tape training
program entitled Close That Sale,
published by Thompson Learning. He has
also authored a Self-Directed Learning
series of sales, coaching & team
development, telemarketing and personal
productivity training guides. To obtain a
substantial discount on two of Virden's
new manuals, 101 Sales Myths and
Organizing For Sales Success, just go to
www.TheSellingEdge.com/book1.htm
Note: You can contact Virden at vi
rden@TheSellingEdge.com. You can also
see an expanded biography at: www.TheSellingEdge.com/bio.htm
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