The Modern Science of Salesperson Selection.

For more than 40 years, companies have been attempting to find a more accurate way to select salespeople who will succeed and, at the same time, reduce turnover in their sales organizations. In 1964, Harvard Business Review published “What Makes a Good Salesman”, an article by Herbert M. Greenberg and David Mayer. They learned, for the first time, that good salespeople had the following two characteristics in common.

1. Empathy
2. Ego-Drive

This white paper reflects current data surrounding what predicts success among sales hires.