Sales Interviewing & Hiring Archives - Page 15 of 21

What Questions Should I Ask in a Salesperson Phone Screen?

After reviewing sales candidate resumes, hiring managers often add a phone screen to determine whether to move the candidate forward into the testing and interviewing process. This 20-30 minute phone call helps bring the candidate’s resume to life and provides some excellent clues about whether he or she has the characteristics the company is seeking. Since the time is short, hiring managers often wonder about the best questions to ask. Here is a salesperson phone screen protocol, we use and recommend, to help you determine whether a candidate is likely to be successful in the testing and interviewing process. What Questions Should

Why is Optimism so Important to Sustained Sales Success and Why Can’t it be Taught?

Optimism is critical to sustained sales success for two reasons: Most sales calls are rejected. Rejection, when personalized, can lead to depression and diminished performance. Salespeople who are high in innate optimism do not personalize rejection. Like strikeouts in baseball or missed shots in basketball, they see it as part of the game and do not expect to get a hit every time. In other words their optimism protects them and allows them to put their job in a healthy perspective. Knowing that sales is a numbers game that includes both hits and misses, optimists see a miss as simply getting

When is the Best Time to Use a Sales Test During the Hiring Process?

Hiring managers frequently ask “When is the best time to use a sales test during the hiring process?” Some managers are initially inclined to wait until the very end, after they have “fallen in love” with the candidate, and hope the test reinforces their opinion. However, waiting too long to administer a sales test to a candidate carries a big risk . . . the longer we wait to test a candidate’s underlying personality traits, the more we risk wasting time with a candidate more motivated to get the job than to do the job. Many candidates are clever and

Should I Add a Sales Presentation to My Sales Hiring Process?

When developing their sales hiring programs, many companies add a mock sales presentation to help gauge their candidates’ ability to sell. These presentations are a great opportunity to find out whether the candidate knows how to engage the prospect, handle objections and sell effectively. However, we need to be careful about the conclusions we draw from the candidate’s performance. Should I Add a Sales Presentation to My Sales Hiring Process? was last modified: August 14th, 2014 by SalesDrive, LLC

Which is More Important When Hiring a Salesperson: Previous Success or Drive? [Infographic]

Hiring managers often wonder whether a candidate’s previous sales success or level of Drive is more important in making a hiring decision. It can be tempting to rely on sales experience alone when hiring a salesperson. However, for candidates who have been successful previously, we need to determine how closely their previous selling circumstances match the open position. Which is More Important When Hiring a Salesperson: Previous Success or Drive? [Infographic] was last modified: July 17th, 2014 by SalesDrive, LLC

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How To Determine Whether Your Sales Candidate Is Really a “Self-Starter”

Many of our clients have told us that they want their salespeople to be “self-starters,” operating with high levels of independence and initiative, sometimes even from a home office. Learn how self-starters are beneficial for business in a multitude of ways. Benefits of Self-Starters: Decrease the amount of time managers have to spend overseeing employee activities Improve productivity, naturally Step out of the box and fulfill needs that are not within a job description Inspire others and serve as role models within a team Can be long-term assets to a company What Makes a Self-Starter? Self-starters are defined by their

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What Questions Should I Ask in a Salesperson Phone Screen?

Why is Optimism so Important to Sustained Sales Success and Why Can’t it be Taught?

When is the Best Time to Use a Sales Test During the Hiring Process?

Should I Add a Sales Presentation to My Sales Hiring Process?

Which is More Important When Hiring a Salesperson: Previous Success or Drive? [Infographic]

How To Determine Whether Your Sales Candidate Is Really a “Self-Starter”

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