The Impact of Excuse Making

Explanation: When candidates make excuses they are blaming external sources for their lack of results - their boss, company, competitors, co-workers, etc.

Impact: Individuals that make excuses won't change (read as improve) until they take responsibility for their results.  This means you won't be able to hold them accountable until they stop making excuses, a task that can be easy or difficult, depending more on your toughness than upon their compliance. It also helps if you've already stopped accepting excuses from your existing salespeople.

An individual with Excuse Making, when
recommended for hiring, is someone that you
can confidently hire if you are certain that the
problem can be eliminated.  This weakness is
never responsible for a 'do not hire' recommendation.