How to Interview Sales Candidates
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This document provides guidance on interviewing sales candidates. It outlines goals for the interview process, types of information to gather from different sources, and categories of questions to ask candidates about their experience, education, skills, personality, financial fit, and logistics. Sample interview questions are provided for each category. Scoring sheets are included to rate candidates. Tips are offered on reviewing a candidate's sales history and making the candidate go through several interview steps.
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How to Interview Sales Candidates
- 1. How to Interview Sales Candidates
- 3. Interview Strategy Interview Questions Interview Process Tips
- 4. Select the best person available Reduce the time spent interviewing Minimize sales staff turnover Goals
- 5. Change Your Mindset Interviewer Detective
- 6. Resume Social media Interview questions References Sources of Information
- 7. PAST What they have done • Experience • Education • Accomplishments • Skills learned PRESENT FUTURE Who they are • Personality traits • Tendencies What they want • Goals • Aspirations • Preferences
- 8. Interview Strategy Interview Questions Interview Process Tips
- 10. NEEDS TO HAVE GOOD INTERNET DO YOU HAVE GOOD INTERNET? WORK-AT-HOME SETUP TELL ME ABOUT YOUR WORKSPACE. ABLE TO MAKE COLD CALLS HOW DO YOU FEEL WHEN CALLING? ABLE TO LEARN PROCESSES TELL ME ABOUT A PROCESS YOU HAD TO LEARN. REQUIREMENTS QUESTIONS
- 11. EXPERIENCE EDUCATION SKILLS PERSONALITY FINANCIAL LOGISTICS
- 12. EXPERIENCE PROSPECTING AND COLD CALLING TELL ME ABOUT YOUR PROSPECTING EXPERIENCE. EXPERIENCE SELLING TO MANUFACTURERS HOW MUCH EXPERIENCE DO YOU HAVE SELLING TO MANUFACTURERS? SUCCESS HITTING SALES TARGETS [DISCUSS PREVIOUS SALES PERFORMANCE] EXPERIENCE REQUIREMENTS EXPERIENCE QUESTIONS EXPERIENCE EDUCATION SKILLS PERSONALITY FINANCIAL LOGISTICS
- 13. GOOD COMMUNICATION SKILLS TELL ME ABOUT A TIME WHEN YOU DISPLAYED GOOD COMMUNICATION SKILLS. ABLE TO DELIVER PRESENTATIONS CAN YOU SHARE SOME EXAMPLES OF PRESENTATIONS YOU HAVE DELIVERED? FAMILIAR WITH USING CRM WHAT CRM APPLICATIONS HAVE YOU USED? SKILLS REQUIREMENTS SKILLS QUESTIONS EXPERIENCE EDUCATION SKILLS PERSONALITY FINANCIAL LOGISTICS
- 14. STRONG WORK ETHIC TELL ME ABOUT A TIME WHEN YOU DISPLAYED A STRONG WORK ETHIC. OPERATES WITH INTEGRITY WHAT DOES THE WORD INTEGRITY MEAN TO YOU? ORGANIZED INDIVIDUAL CAN YOU SHARE AN EXAMPLE OF SOMETHING THAT YOU KEEP ORGANIZED IN YOUR LIFE? PERSONALITY REQUIREMENTS PERSONALITY QUESTIONS EXPERIENCE EDUCATION SKILLS PERSONALITY FINANCIAL LOGISTICS
- 15. MINIMUM HIGH SCHOOL DIPLOMA TELL ME ABOUT WHERE YOU WENT TO SCHOOL. BACHELOR’S DEGREE PREFERRED FORMAL SALES TRAINING BONUS WHAT FORMAL SALES TRAINING HAVE YOU BEEN THROUGH? EDUCATION REQUIREMENTS EDUCATION QUESTIONS EXPERIENCE EDUCATION SKILLS PERSONALITY FINANCIAL LOGISTICS
- 16. FIT WITH $60K BASE $60K COMMISION COMP PLAN WHAT IS YOUR CURRENT COMP PLAN? WHAT TYPE OF PLAN ARE YOU LOOKING FOR? EARNINGS HISTORY OF MORE THAN $100K PER YEAR WHAT DID YOU W2 THE PAST 3 YEARS? FINANCIAL REQUIREMENTS FINANCIAL QUESTIONS EXPERIENCE EDUCATION SKILLS PERSONALITY FINANCIAL LOGISTICS
- 17. ABLE TO START IN JANUARY WHAT TIME FRAME ARE YOU WORKING AGAINST? WHEN WOULD YOU BE ABLE TO START? ABLE TO RELOCATE HOW OPEN ARE YOU TO RELOCATING? LOGISTICS REQUIREMENTS LOGISTICS QUESTIONS EXPERIENCE EDUCATION SKILLS PERSONALITY FINANCIAL LOGISTICS ABLE TO TRAVEL 50% HOW DO YOU FEEL ABOUT BUSINESS TRAVEL?
- 18. DID YOU FIND US OK? HOW DID YOU FIND OUT ABOUT US? WHAT DO YOU KNOW ABOUT US? INTRODUCTION QUESTIONS TELL ME ABOUT YOURSELF. HOW IS YOUR DAY GOING? WHY ARE YOU LOOKING FOR A NEW OPPORTUNITY? WHAT CAUGHT YOUR ATTENTION ABOUT THE POSITION? EXPERIENCE EDUCATION SKILLS PERSONALITY FINANCIAL LOGISTICS INTRO
- 19. WHY IS THIS THE RIGHT POSITION FOR YOU? HOW DOES THIS POSITION COMPARE TO YOUR OTHER OPTIONS? CLOSING QUESTIONS WHAT QUESTIONS DO YOU HAVE FOR ME? HOW DO YOU FEEL ABOUT THIS POSITION? WHAT DO YOU LIKE / DISLIKE? WHAT OTHER OPTIONS ARE YOU CONSIDERING? WHERE ELSE ARE YOU INTERVIEWING? HOW WOULD YOU FEEL ABOUT STAYING WHERE YOU ARE CURRENTLY AT? EXPERIENCE EDUCATION SKILLS PERSONALITY FINANCIAL LOGISTICS INTRO CLOSE
- 21. Interview Strategy Interview Questions Interview Process Tips
- 22. Applicant Scoring Name Experience Personality Skills Education Financial Close Total Tom Jones 7 10 4 8 6 10 45 Maria Gonzales 10 5 7 9 10 6 47 Sharley Thoms 4 9 4 10 10 4 41
- 24. Reviewing Sales History Go through each position and get applicant to share QUOTA AND PERFORMANCE PER YEAR TACTICS FOR FINDING NEW BUSINESS MEMORABLE WINS/LOSSES WHAT THEY LIKED/DISLIKED LESSONS LEARNED REASON FOR LEAVING
- 25. Make Applicant Go Through Hoops VM Interview Send Paperwork Watch Training Videos Reply to Job Posting Phone Interview Role Play
- 27. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @sales_halper
- 29. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 31. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 33. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 35. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 37. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 38. Get your copy here https://www.amazon.com/dp/0578615762