The Hard Case of Soft Skills in Personnel Selection

The Hard Case of Soft Skills in Personnel Selection

One of the most frustrating arguments I keep having with some new clients is about the critical importance of evaluating candidates’ soft skills (personality-related attributes) – even more so than focusing on their hard skills (technical or administrative...
Hiring Sales Representatives: Focus on Behavior

Hiring Sales Representatives: Focus on Behavior

An interesting article from the Harvard® Business Review (hbr.org) reveals what we have preached for years: when it comes to hiring good sales people, forget the resume, the industry experience and the hard skills. Rather, focus on the needed soft skills and...