Let’s call interviewing a little bit of all three. Back in my formative years of sales management (the 80’s) interviewing was more gut than anything else. OK, not exactly all gut. If someone told me that I had to interview Billy Job Bob because he was the second coming of Zig Ziglar and primed for the New Orleans territory then I’d hop a plane and do my thing. That did not always work! In fact it worked about 30% of the time. Not a good percentage.
Interviewing has come a long way. Here are a couple of sources that are worth visiting if you want to know more about interviewing http://www.bnet.com/2403-13056_23-52952.html and http://www.bnet.com/2403-13056_23-52947.html.
This is another articel that is worth reading because it deals with assessments and how critical they are to the hiring process. http://www.content4reprint.com/business/how-to-avoid-sales-hiring-mistakes.htm
In my opinion interviewing has become more science than either gut or art. Interviews, assessments, resumes and references are the big four. Do them correctly and your chances of hiring the right person will increase immensely.
The Final Thought: “The best minds in government? If any were, business would hire them away.” Ronal Reagan.