Here is a link to an outstanding article by social scientist Adam Grant in The Atlantic:
Based on 16 rigorous studies of thousands of people, this article by Adam Grant very nicely explains how we humans almost all share weak self-awareness.
The findings he reports in this article should give pause to those who rely too much on interviews. Every manager who has been tasked with hiring sales-people, has stories about being fooled in interviews. Here at SalesTestOnline.com we have always thought of it as ‘playing the role’. This assumes a level of self-awareness in candidates that the author’s findings would seem to contradict.
Whether sales candidates fool you because they are consciously playing a role or they ‘believe’ through lack of self-awareness that they possess the strengths they use to describe themselves, the bottom line is the same. Interviews are a very poor predictor of sales success.
All the more reason to use a sales test!