Raising Sales Force Effectiveness

Thursday, May 30, 2013
Jack Rhodes

Jack Rhodes

Senior Lecturer
UW Foster School of Business


At the May 30th CEOtoCEO Breakfast, Jack Rhotes suggested using a balanced approach to hiring your odds of selecting the best candidate increase dramatically.

30:30:30:10: Thirty percent of your decision should be based on each of the following:

  • 30% based on predictive assessment tools
  • 30% based on recruiting only strong candidates to start with
  • 30% based on structured interview questions and the ideal answers
  • 10% based on your assessment on the candidates culture fit with your organization.

What ideas can you share on how to select the best sales candidates?

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