The CIA Method: Polygraphs and Prospects, with Dan Crum [Episode 865]

Dan Crum is author of the book titled “The CIA Method” about best practices in hiring and recruiting for sales. Dan has had one of the most interesting journeys into sales. He started as a polygraph examiner and special investigator for the CIA. He administered lie detector tests to people the agency was going to hire. From his experiences Dan learned that the key to effective hiring is to have a process that minimizes the subjectivity inherent in making hiring decisions. Plus, we dig into why Dan advocates that portions of the hiring process be blind, some interesting ideas about verification, and why you should make audio and video recordings of all interviews.