Below is a link to a really great article in The New York Times called ‘The Utter Uselessness of Job Interviews’. The article is by Jason Dana, an assistant professor of management and marketing at the Yale School of Business. The findings Professor Dana writes about in this article offer compelling evidence that hiring managers need to consider when looking at their sales hiring practices. Most important, without explicitly saying so, he makes a very strong case for using a sales test instead of, or at the very least in combination with, the sales interview. Here is a link to the article.
For anyone who is also interested, here is our own article about the effectiveness of sales interviews that we published on this topic.
I hope you find one or both helpful.