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The Big Question Sharp Interviewers ASK THEMSELVES

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There is a key question that top interviewers ask themselves when evaluating sales talent. In this episode of the Sales Management Minute, learn what these top interviewers ask that you should be asking too…and the indicators of candidate trouble.

You walk into the conference room to interview a sales candidate. As you look across the table, there should be a big question on your mind. The wrong answer to this question is an absolute deal breaker…or at least it should be. This isn’t a question you ask the candidate, but rather ask of yourself. Does the candidate want A JOB or MY JOB?

Recently, I was shopping in a novelty store in the mall when a job seeker walked in and asked for an application. The store manager told the candidate, “We don’t have applications, but go to another store, get one of theirs and bring it back here.” When the candidate walked away, I had to ask what the thought was behind this approach. He said that there are so many people on the street looking for jobs that they are using this technique as a filter to identify who show initiative. After all if he won’t walk across the hall and ask for an application, how much effort will he really put into this role? An interesting technique…

Here are three surefire tips to make sure your sales candidate wants to be on your team, not a team.

The first is the resume review. If the resume appears to be generic and isn’t tailored to your opportunity, that should be a red flag.

A second tip is the candidate’s interview preparation. What research have they done on you and the company that shows genuine interest in the role?

Third, at some point during the interview, you ask the candidate to share their questions. If he doesn’t have questions…or well-thought out ones, that is also indicator that you may want to look elsewhere for your next rock star sales person.

When you look at the main reasons why sales teams miss their revenue targets, poor hiring decisions is always near the top of the list. Take the time to make sure the candidate genuinely wants your job.

See you next time on the Sales Management Minute.

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.