Regardless of your company size or industry, there are certain questions that should be asked of every single sales candidate that you consider. Listen to this episode of the Sales Management Minute to learn what those questions are.
If you are like most hiring managers, the first time you really look at the candidate’s resume is thiry seconds before walking into the interview. While this is commonplace, it’s certainly not a best practice. What preparation should you be doing before the interview? Analyze the resume in search of synergies between your ideal salesperson profile and your sales candidate.
In essence, there are questions that should be asked of every single candidate you interview. Now, I don’t have a magic interview wand. These are questions that help to expose synergies (or a lack thereof) between the profile and the candidate.
Don’t have a profile of your ideal sales person? How can you find the right salespeople who can be great on your team without one? It’s pin the tail on the donkey in the business world. It’s hard to hit the mark if you can’t see the target.
Before you consider another sales candidate, develop a detailed profile of your ideal salesperson, prioritize it between required and desired attributes, and develop interview questions that expose synergies… or a lack thereof.
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.