Why it pays to hire predators in sales

08/19/2013 | New York Times (tiered subscription model), The

Clara Lippert Glenn, CEO of the Oxford Princeton Program, asks sales candidates to imagine that "there were no humans left on the Earth -- just animals -- what kind of animal are you?" The best candidates tend to see themselves as predators, Glenn says -- lions or velociraptors with a voracious appetite for closing. Glenn would prefer to be a great white shark. "You're the top of the food chain," she says.

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New York Times (tiered subscription model), The

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