Any potential sales representative can say they are a “quota buster” or a “top performer” in an interview. In reality however, descriptive phrases such as these don’t mean much to you as a sales recruiter unless there is some quantitative proof behind it.
A question that can help you determine if the candidate actually has a successful sales track record is, “What are the measurements of successful performance in your current position? How well did you meet them?” Ask this same question for all previous sales positions listed on the resume.
Although not fool proof, past sales performance can be an indication of future sales performance. Before you make an offer to someone who says they are a “sales superstar”, make sure you ask for proof!
A complete first interview script is included in our “Recruiting, Hiring & Human Resources Tool Kit”. This comprehensive Word document includes templates and examples of various tools every sales manager needs. In addition to the interview questions, a job description form is included, as well as a sample recruiting ad, acknowledgement forms, reference checks, an offer of employement, & disciplinary & termination letters. Click here to download this valuable sales management tool.
To download a free copy of our white paper How To Recruit The Best Sales Professionals which includes “11 Telephone Interview Questions to Find Top Performers”, visit our Sales Download Centre.
Looking for some ideas for your sales meetings? Join our free webinar where we share quick and easy ways to make your sales meetings more interesting and productive. Webinar doesn’t fit your schedule? View the presentation video here.
Do you want to make more money in sales? Do you need help with a sales situation? Do you need some sales career advice? Are you a sales manager wondering how to improve your team’s sales results? For less than an average dinner out, you could ask your B2B Sales Coach! in our Daily Conference Calls!