Dan Ariely – professor at Duke University – found that the common answer has to do with the internal state of the person. (1) The reality is that the decisions people often choose to make are influenced by the environment in which they are placed.
If you are looking to hire good sales people, you have to be willing to fight. But more importantly, you need to understand what will lead a good sales rep to want to know more about your company… and consider to visit you for an interview.