In this episode, you’ll learn a specialized technique to screen prospective sales hires …exposing the winners from the pack.
One of the most difficult tasks for sales managers is to evaluate sales candidates. I’m going to share a technique with you that I’ve used over the years to screen out the winners from the pack.
Once you get to the final stage of the interview process, ask the candidate to provide you with a one-page business plan that shows how he will make himself a success in the role. During the discussion, three times mention that you are only looking for one page and ask when the candidate can have it for you. You’ll be amazed what you learn from this tool.
First, you’ll see how well he understands the role and his success strategy.
Second, you’ll see if the candidate can communicate in writing…a must in today’s e-world.
Third, you’ll see if the candidate can meet a self-imposed deadline…since he committed to the submission date.
Finally, you’ll see if he follows client directions. Did he provide you with one-page or did he provide an epic because that’s what he wanted.
I’ve screened out more salespeople using this technique than any interview question or assessment tool. Try it… You’ll love it!
See you next time on the Sales Management Minute.
Author: Lee B. Salz
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.