Bob was my third and worst hire ever. In 2000 I was tasked with building the sales team for a start-up. Bob was my third hire. He was a referral from a trusted and respected friend. He interviewed well, said all the right things, and had glowing references. As we grew the business over the first six months, Bob did absolutely everything I asked of him and more. Everyone loved Bob. There was just one problem. Bob could not sell online training software. He had the same sales training and far, far more coaching than the rest of the sales team. Bob had tenacity in spades but lacked talent. Unfortunately, I hired Bob before I discovered the power of multi-science sales personality testing. In fact, my failure in hiring Bob is one of the reasons why I began my quest to identify the best sales personality testing available to improve the sales hiring process. I know you are wondering... If Bob had just hung on a little longer, would he have redeemed himself.The truth is if Bob continued to try to sell online training software for the next 100 years, he would never ever catch those that actually could. | 