Drilling Down on Steve Jobs

We've said it many times before: if you really want to understand a candidate you must dig deeper than their initial answers. It's called "drilling down", and while it may sound interrogatory, it simply means understanding the Who, What, Where, When, Why and How to an answer. The exercise has equal value in sales situations: solicit this information from your customers and it becomes much easier to address their needs.

A good example is provided by Bill Conaty and Ram Charan, authors of "The Talent Masters". Imagine how helpful it would be to understand Steve Jobs... as a candidate or customer... to the degree described in this post.