There is a commonly asked sales interview question that could lead you to make a poor hiring decision. In this episode of the Sales Management Minute, learn this sales candidate interview question to avoid and why.
There is a question that starry-eyed interviewers ask of sales candidates in the hopes of instant revenue. “How much business can you bring with you?” There is an executive dream that they hire a seller and he arrives with a huge book of business. Maybe, once in a blue moon that happens. Let’s be honest. It’s not that easy to move mass clients from one supplier to another. When sales people have left your company for a competitor, how successful were they at moving their clients with them? Probably, they were not very successful at all. Personally, I’d be skeptical of any sales candidate who claims to have that kind of power.
Yet, there is a bigger issue here. Asking a candidate this question also opens up an ethical Pandora’s Box…not to mention potential legal issues. Their employer has paid some form of compensation for these clients and they own them, not the seller. Is this the kind of person you want representing your brand?
A final thought. One day this sales person is going to leave your employ too and how do you think he will exit? As they say, the best predictor of future behavior is past behavior. Evaluate your sales candidates for the potential to succeed in your company, not by causing an ethical dilemma, but by being the right person for the sales role.
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.