Published by:
Harvard Business Publishing
Length: 6 pages
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Abstract
The prevalent hiring tenets for salespeople are myths. A survey of 18, 000 individuals and a control group of equal size shows that age, sex, race, experience, and educational criteria are irrelevant in deciding who will make the best salespeople. What is significant is matching a candidate''s personality dynamics with the job. The survey indicates that the job-matching approach is far superior to standard ways of hiring.
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Abstract
The prevalent hiring tenets for salespeople are myths. A survey of 18, 000 individuals and a control group of equal size shows that age, sex, race, experience, and educational criteria are irrelevant in deciding who will make the best salespeople. What is significant is matching a candidate''s personality dynamics with the job. The survey indicates that the job-matching approach is far superior to standard ways of hiring.