Would you hire a Sales person just because the Sales Professional can write a good-looking resume? Just because they can write good resumes, doesn’t meanthey can sell. As an Employer, it’s your responsibility to determine whether or not they would be successful in their role as a Sales Professional in your company.
As an employer, entrepreneur and corporate sales trainer, I have 2 tips….
These tips help to make sure you hire the absolute best person for the sales position.
First, during interviews, don’t be overly friendly or overly firm—two extremes made by many business owners who don’t interview often. Instead, strike abalance between the two, and always remain professional. You don’t want your candidate to feel that they are being interrogated!
Second, ask the 50 questions listed below using a conversation approach. I know it sounds like a lot of questions and you might be perceived to be interrogating,but if you don’t do your due diligence during the interview, you won’t get the sales superstar your company deserves.
Now, review these questions, put it into a document as a template and ask these questions during the interview. It is best if you take notes and attached it to theCV after each interview so that you can compare all the CVs and the candidate’s answers to the questions before short-listing the top candidates for hire.
Watch out for the Science of Sales™ series of Case Studies on how to use this questionnaire effectively!
50 Sales Questions to Ask:
- What motivates you as a Sales Professional?
- How would you describe the corporate culture of your past company?
- What traits do you believe make up the most effective Sales Professional?
- What Sales Quotas are you accustomed to?
- How comfortable are you with cold calling?
- How long was the average sales cycle at your previous jobs?
- Which were your most profitable target markets at your previous jobs?
- How would you describe your sales technique?
- What are some common hurdles you’re facing right now as a Sales Professional in your current position?
- Can you give me an example of a complex contract negotiation you’ve completed and how you did it?
- How did your past organization position itself in the market?
- How would you describe your ideal Sales Manager?
- What are some of the traits you look for in a leader?
- Give me an example of when you’ve prospected a lead creatively, and what are the steps you took to do so?
- Where would you like to see yourself improve in the area of sales?
- What does the term “consultative selling” mean to you?
- How much was the average sale value at your previous position?
- Give me an example of how you handled a difficult client in order to get the sale, and what did you learn
- What was a typical day like at your previous position?
- What was your compensation package at your previous position?
- Can you give me an example pitch of the product or service you were selling at your previous position?
- What types of managers do you learn best under?
- Why are you looking to leave your current position?
- How do you define success?
- How would you describe the selling style of your former manager?
- Where do you see yourself in one, three and five years?
- How would you describe your ideal sales position?
- What core values should all great companies possess?
- How would you describe the people at your past company?
- What types of customer relationship tracking and follow-up did you implement at your past jobs?
- Can you give me three adjectives that best describe you as a Sales Professional?
- Can you give me three adjectives that best describe you as aPerson?
- Can you give me an example of a failure you had at work and what you learned from it?
- What interest you about our company?
- What type of compensation package are you looking for?
- How would you describe leadership?
- How would you describe passion?
- How would you describe wealth?
- How do you feel about meeting face to face with clients and giving public presentations?
- What skills do you believe make a great Sales Professional?
- Why should we hire you?
- How would you describe your learning style?
- Why did you choose sales as a profession?
- How did your past company obtain its leads?
- For every 10 leads, how many of them did you convert into sales at your past job?
- How would you describe your ideal sales lead?
- What do you feel is the best way to establish a strong relationship with a client?
- When a client’s expectations are too high, how do you handle it?
- Can you give me an example in which you’ve used your creativity to retain existing accounts?
- How would you define the term “salesmanship”?