25 March 2002

Hiring Talent

Betting the Odds

by Benson Smith and Tony Rutigliano
Authors of Discover Your Sales Strengths (Warner Books, 2003)
No company or manager deliberately sets out to hire sales reps that will perform poorly. Yet in many companies, up to two-thirds of salespeople are underperforming. So why do managers hire these individuals? Because they're unable to discern which candidates are likely to be stars, average performers, or abject failures.
Tony Rutigliano, a Strategic Consultant with Gallup, is coauthor of Discover Your Sales Strengths (Warner Books, 2003).
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Benson Smith is coauthor of Discover Your Sales Strengths (Warner Books, 2003).
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