Use a metal detector when hiring a salesperson

When we fly out of Denver International Airport, we pass through a metal detector. If the detector picks up metal on our person, a sensor goes off alerting Transportation Security Administration staff. Wouldn’t it be nice if such a device existed to screen and hire salespeople?

So often, we hear from frustrated leaders that they hired a person with a good track record, perhaps even from a strong competitor or a referral from a friend, only to end up carrying the salesperson longer than their mother did without any real or strong sales performance.

The…