Your process matters
Posted: Wed Jan 29, 2025 8:20 am
Are you a buyer or a seller?
It pays to be patient and careful during the interview process. Obviously, you're looking for a hard-working, motivated, team player, not an enthusiastic individual to fill the position.
By approaching the interview process with a buyer’s mindset, you’re more likely to remain objective and hire a long-term, top-tier producer.
The vast majority of sales managers have a tendency to oversell the position during an initial interview. These well-intentioned managers make a fundamental mistake by overemphasizing the salary potential and underestimating the challenges inherent in the sales profession, thereby portraying the sales profession in the most favorable light.
Buyers understand the importance and responsibility of being greece telegram data forthright and laying bare all their cards. They know from experience that it is better to risk scaring off a potential hire than to face a disappointed salesperson afterward.
Buyers will make their case by emphasizing the demanding aspects of the sales profession, such as rejection and hard work. By putting some obstacles and challenges in front of a potential employee, you can check his or her interest and confirm their determination.
You will never see a bad resume. Buyers understand that conducting a thorough credentials check is absolutely necessary.
In addition to the standard questions about character and work ethic, it’s a good idea to ask the reference, “If (candidate’s name) failed as a salesperson, what do you think was the reason?”
This question is never anticipated and often leads to the most insightful discussions.
I highly recommend using a checklist because it keeps your mind sharp and helps you remember important issues. Relying on memory is a bad business decision and will usually get you into trouble.
Take notes throughout the interview. If you talk more than you listen during the interview, you are a seller, not a buyer.
It pays to be patient and careful during the interview process. Obviously, you're looking for a hard-working, motivated, team player, not an enthusiastic individual to fill the position.
By approaching the interview process with a buyer’s mindset, you’re more likely to remain objective and hire a long-term, top-tier producer.
The vast majority of sales managers have a tendency to oversell the position during an initial interview. These well-intentioned managers make a fundamental mistake by overemphasizing the salary potential and underestimating the challenges inherent in the sales profession, thereby portraying the sales profession in the most favorable light.
Buyers understand the importance and responsibility of being greece telegram data forthright and laying bare all their cards. They know from experience that it is better to risk scaring off a potential hire than to face a disappointed salesperson afterward.
Buyers will make their case by emphasizing the demanding aspects of the sales profession, such as rejection and hard work. By putting some obstacles and challenges in front of a potential employee, you can check his or her interest and confirm their determination.
You will never see a bad resume. Buyers understand that conducting a thorough credentials check is absolutely necessary.
In addition to the standard questions about character and work ethic, it’s a good idea to ask the reference, “If (candidate’s name) failed as a salesperson, what do you think was the reason?”
This question is never anticipated and often leads to the most insightful discussions.
I highly recommend using a checklist because it keeps your mind sharp and helps you remember important issues. Relying on memory is a bad business decision and will usually get you into trouble.
Take notes throughout the interview. If you talk more than you listen during the interview, you are a seller, not a buyer.