Over the years, we occasionally get pushback from hiring managers who will dismiss a more scientific screening process in favor of their own intuition also referred to as their “golden gut.” A hiring manager with a golden gut is confident that he/she can pick candidates that will be successful salespeople through intuition alone, and that he just knows a winner when he sees one. Unfortunately, we have never seen the golden gut approach to be proven by the numbers. Inevitably, when we go deeper into the manager’s records it is revealed that the turnover rate is unacceptably high and production