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How Wrong is the Harvard Business Article on How to Hire Salespeople?


By Dave Kurlan

Harvard Business Review and its Blog are among the finer business publications available.  Unfortunately, not everything that is written on those pages is current, accurate and useful.  That is especially true of some of the sales articles written by the academics, who always seem to weigh in on some area of selling and nearly always get it wrong.  They do the research, but ask the wrong questions, cite sources that I don't find relevant, and simply don't have the data that I have.  And when something appears on those pages, readers usually take it as the gospel - even when it's wrong.  In the past 10 years, I have found serious faults with several of their articles and today, I'm challenging another one. Click the link below for the full article.