Julie Moreland knows, when it comes to hiring people, what you see is rarely what you get. As the head of a personnel-consulting firm, she has learned that tests do make the hire.
A Silicon Valley computer-integration firm suffering from high turnover on the sales side was in need of a keen sales team. But, all too frequently, the firm was finding its hires just weren’t the right fit. Worse yet, clients were beginning to question the company’s stability as new sales representatives rotated through its doors.