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Sales Interviewing & Hiring

How to Use Extreme Questions in a Sales Interview

Interviewing sales candidates can be particularly challenging. Often, sales candidates can be hard to read in an interview since many are skilled at presenting themselves in a favorable light. A powerful technique for quickly moving past a candidate’s defenses is to use “extreme” questions. When asking the right type of extreme questions in a sales interview, you are much more likely to identify a candidate’s true potential. This technique’s power comes from its ability to get right at the heart of the matter, allowing you to learn the candidate’s tendencies. “Extreme” interview questions gain their namesake for a reason and
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Sales Assessments

Optimism – A Critical Piece of the Sales Aptitude Puzzle & Why Your Sales Reps Need It

Sales is unlike any other job in business, because rejection is ubiquitous. Accountants do not get rejected each day, even if we do not like their numbers. Writers do not get rejected by their words. And, for the most part, though people who work in the same office day in and day out may argue, they are not exposed to the constant stream of invalidation that salespeople experience as a natural part of their jobs. Rejection is naturally difficult to handle. In the most basic sense, it is the feedback that lets you know that you have done something wrong
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Sales Interviewing & Hiring

4 Mistakes Managers Make When Building a Sales Team

As a sales manager, you want to build a strong sales team to ensure your organization continues to grow and succeed. Unfortunately, many managers continue to make the same hiring and team building mistakes—mistakes that could be easily avoided. With that in mind, let us start by going over a few common mistakes managers make when building a sales team. Then, we will look at how you can avoid making those costly mistakes. 4 Mistakes Managers Make When Building a Sales Team 1.   Hiring With Your Intuition Interviewing several different sales candidates can be a tedious and time-consuming process. One
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Sales Strategies

Is Your Sales Team Equipped With the Right Knowledge?

Did you know that 40% of salespeople cannot understand a customer’s pain? When a customer comes with a problem, sales reps panic and end up giving the first option that comes to their mind, which can prove to be a disaster if their solution addresses a problem which the customer did not even have. There are many factors that salespeople do not control but the failure or success of a sales rep is mostly dependent on the level of preparedness and constant adaptation to the dynamic sales environment. Being the Founder/Head of Sales of the organization, one question you need
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hiring guide for fast growing companies
Sales Interviewing & Hiring

The Sales Hiring Guide for Fast-Growing Companies [SlideShare]

The Sales Guide for Fast Growing Companies When your company is growing fast, you cannot afford to make bad hiring decisions. This especially applies when you are hiring salespeople. By adding just one wrong salesperson to your team, it could end up costing your company hundreds of thousands of dollars in lost revenue, not to mention lost opportunity to grow the business. So how can you avoid hiring these costly bad salespeople? Keep reading to learn the research-backed process for consistently hiring the high-performing salespeople your company needs to exceed growth expectations each year. How Fast-Growing Companies Hire Stellar Salespeople
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Sales Interviewing & Hiring

Interview Questions to Find Top Performing Salespeople [Video]

The best predictor of future behavior is past behavior. When interviewing a sales candidate it is important to get past his or her guarded responses by digging deeper and probing for the truth. There are some specific behavioral interview questions that you can use to uncover the information you need to determine if the candidate is a good fit for your company. In this 5-minute video interview excerpt, with David Domos of, Dr. Chris Croner highlights which sales interview questions to ask to determine if your candidate has Drive, the number one predictor of sales success. Drive is made
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