The Trials of Training
"You should screen out the people who obviously are not capable," says Bart Weitz, a board member of the National Retail Foundation and executive director of the University of Florida's Center For Retailing Education and Research.
Despite the importance that Weitz attaches to the basic eye contact and other outgoing personality body mechanics of potential sales hires, he insists that just because the raw people skills are there, gregariousness does not necessarily mean that the new hire will possess the innate skills to close the deal.
One red flag he cites is a propensity to blame previous sales job problems, such as layoffs or reduced hours, on managerial or technical product failings. Weitz says he believes that blamers often lack the will to overcome such hurdles and want to learn how to be better salespeople.