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The Interviewee

The last guy was useless. How is it that some people think that all it takes to become a sales rep is to like meeting people and like to be in control of their own time? They may be useful attributes, but why does it never occur to any of them that an ability to sell would not be entirely wasted?

I was nearing the end of day two in a small meeting room in an indifferent glass-and-chrome hotel in a nondescript city, having interviewed nine hopefuls, two hopeless and not interviewed one no-show. I had come up with just one possible, but not inspiring, candidate. He may respond to careful training but I was beginning to think that it would be better to re-advertise and go through it all again. Still, there was one more interviewee to go - you never know, this could be the one.

I was proud of my track record for selecting and training sales people. I was particularly good at identifying those without sales experience, but with the potential to succeed. It was this success that meant I was interviewing on this occasion - another good salesman tempted away by one of our competitors with a better salary and benefits. I had got used to it. Easier to recruit and train than get our miserly company to up the stakes and pay our people a decent salary.

...

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