[petekazanjy]

Totally right! Goal of this was not to say "don't hire them" but instead "authenticate the acumen."

Also, the non-abridged chapter for the book talks about exactly this:

"But there is a caveat when it comes to more junior staff. Many of these industry bellwethers have the infrastructure to support solid sales training programs and to instrument good sales behaviors, like high calling and emailing activity. So looking there for junior sales staff, like market development reps, who are ready to move on to a closing role could make sense. Just be cautious that the potential hire hits your other requirements, as many of these larger organizations have a lower bar for other important criteria."

Great point!