RISK: It’s not just a board game anymore.

For years, I have been trying to put my finger on the key to the question of complexity when hiring the right salesperson. I have studied it, written about it, and lost hair over it (well okay, I have lost hair over pretty much everything, really), but I have never been able to reduce the complexity of hiring to a simple concept. Yesterday, during a training class, the answer popped out like a recalcitrant candy bar from a vending machine.

In the end, the answer was too simple. Like many answers, I suppose, it just insisted I put the appropriate time thinking it through, and then like a butterfly from a cocoon, it would sally forth and beautify the world of sales.

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