Welcome to The Fordyce Letter:

The Fordyce Letter

Straight Talk for the Recruiting Profession


Dr. Wendell Williams

Dr. Wendell Williams is one of those rare individuals with both on-the-job experience and the academic expertise to back it up. His practical experience includes line, staff, and executive management positions. He has worked on production lines, managed work groups of all sizes, established large training departments, managed two companies, and consulted with hundreds of organizations. Academically, he holds a B.S. in Industrial Management, as well as an MBA, MS, and Ph.D. His clients enjoy less training, higher pass rates, reduced turnover, and increased individual productivity. He has been widely quoted both nationally and internationally and is a featured columnist. He holds memberships in the American Psychological Association and The Society for Industrial and Organizational Psychology. His website is ScientificSelection.com, and his phone number is (770) 792-6857. He has also written a book (SuperSelection: The Art and Science of Employee Selection and Placement) available through Amazon or his website.

Articles by Dr. Wendell Williams

Business, How-To

Hiring Salespeople: Pitch or Woo?



Hiring

In my last article about hiring salespeople I focused on the need to evaluate trust pre-hire. In this article, I’ll discuss the need to evaluate candidates for questioning skills, and why this skill is more effective than delivering a sales pitch. But some might be asking where I learned this stuff.

For Managers

Hiring Salespeople: Trust or Consequences



salesperson wanted

This is a time when many organizations are scrambling to produce sales. Some will be successful and some will not. Sales success and trust-building skills go hand in hand; yet, a salesperson’s ability to develop and maintain trust often goes unmeasured in the pre-hire phase.

Fundamental Sales Abilities

Put on your customer hat. Do you enjoy listening to a salesperson blab? Feel like you are in a verbal contest with someone whose only objective is to get your money? Get frustrated when a salesperson does not take the time to understand your situation? These are symptoms of poor sales hiring practices.