Hiring bias stems from cognitive bias, or mental errors in processing information. Sometimes these errors arise from memories and experiences inaccurately shaping perceptions of reality. Biases also result from our brains’ unconscious tendencies to pay disproportionate attention to certain details while overlooking others.
In the fictional movie, The Internship, interviewers made the determination that the candidates would be successful in an internship role based on their response to the interview question. As a movie scenario, this is funny, but sadly this is just a situation of art reflecting life. In fact, the internet is littered with examples of real life interview questions that mirror the fictional Google scenario above. The problem, as Lazlo Block (former CHRO of Google) emphatically states in this Inc article, “They don’t predict anything!”
Sales leaders need to take the luck out of scaling financial growth. By using predictive psychometrics and real sales KPI’s, sales leaders are beginning to replicate sales success and create sustainable competitive advantages.
An Archer’s Mindset would not accept as normal 77% of the arrows not hitting the bullseye of high-performance. Why have executives accepted this inefficiency in the deployment of sales talent when they would be unwilling to do so in any other part of their business?
