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Should a case study be part of our sales hiring process?

Have you thought of using a case study in your sales hiring process? It can be a useful tool to provide insight into a candidate’s problem-solving skills, analytical abilities, and communication skills.

Here are 5 tips for incorporating a case study into your sales hiring process

  1. Clearly define the purpose of the case study: Let candidates know why you are including a case study in the hiring process and how it will be used to evaluate their fit for the role.
  2. Use a realistic case study: Choose a case study that is representative of the types of challenges and problems that the candidate will encounter in the role.
  3. Provide sufficient time and resources: Give candidates sufficient time and resources, such as access to relevant data and information, to complete the case study.
  4. Use a structured evaluation process: Develop a structured evaluation process for reviewing the case studies, such as using a scoring system or having multiple team members review them.
  5. Use the case study as part of a larger evaluation process: Use the case study in combination with other evaluation methods, such as resumes, interviews, and reference checks, to get a well-rounded view of the candidate.

Overall, a case study can be a valuable tool in your sales hiring process, but it is important to use it in a structured and fair manner to ensure that you are making objective hiring decisions.

Author: Dario Priolo

Dario brings over 20 years of experience in the sales enablement and talent development industry. He has led marketing and strategy as CMO for leading companies like the Hay Group, Miller Heiman and Profiles International and has been part of 4 successful exits, including his own start-up.


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