I've got open reqs to fill and a pile of candidates who all sound great. The trouble is I have no real way to tell who can actually sell versus who just talks a good game. Each hire costs months and real money if I'm wrong, and I'm making these calls mostly on a gut I don't fully trust.
More people experience this than they realize.
You have to hire reps but can't tell who will actually sell.
If this sounds familiar, the Library can help you find the bigger picture.