Do you like movies and TV Shows? I love them!
How do you go about selecting the next movie or show you will watch? Do you look for a specific show, watch the trailer and if you like the trailer, watch it? Or, do you look at all of the new releases, or everything in a particular genre, narrow down the selections, watch several trailers, and finally choose one?
Most people use the second scenario which, by the way, is a very good approach for selecting and hiring salespeople. Unfortunately, that’s not how most companies go about it.
You need to cast the net as far and wide as you can to generate a large candidate pool. Then you need to assess all of the candidates in the pool. Most companies either don’t use assessments, don’t use the right ones, or wait until the final interview to ask
