If you are in Sales Management, you have spent a lot of time trying to find the right people to Sell. My suggestion is that you try to determine who can really Sell vs who was working for the Right Company in the Right Place at the Right time.
One Test I encourage: Have Candidates talk about Developing an Opportunity from the Beginning of the Cycle.
Great Sales People Thrive in this environment. They will tell you how things got started, and the Specific Steps that were taken to Develop it, all the way to Closure. Most Sales People Thrive in a Process Driven World.
Journeymen may be in the Right place, but cannot Create
In This Day and Age of Selling, the Ability to Create an Opportunity is how you can really tell who the The Sales Pro is.