Summary
B2B organizations must reach consensus on the sales competencies to assess during the hiring process, and how these competencies should be measured. Behavioral interviewing moves beyond the résumé to ensure objective and thorough assessment and comparison of candidates. Train the entire interviewing team to use behavioral questions to get candidates to detail how they have developed and used their capabilities. In this report, we explore how to use a competency-based approach to assess sales talent, explain how behavioral interviewing can evaluate candidates more effectively, and provide a scoring schematic for better objectivity in selecting candidates.
Log in to continue reading
Client log in
Welcome back. Log in to your account to continue reading this research.
Become a client
Become a client today for these benefits:
- Stay ahead of changing market and customer dynamics with the latest insights.
- Partner with expert analysts to make progress on your top initiatives.
- Get answers from trusted research using Izola, Forrester's genAI tool.
Purchase this report
This report is available for individual purchase ($1495).