How To Interview Sales People Successfully
Below is a MRR and PLR article in category Business -> subcategory Management.
How to Interview Salespeople Successfully
In the world of commerce, two things are crucial: creating a high-quality product or service and effectively selling it. Successful selling means maximizing profit while ensuring customer satisfaction. Often, business owners know what to produce but rely on skilled salespeople to promote their offerings.
Identifying Top Sales Talent
How can you distinguish a great salesperson from a mediocre one? Many businesses falter not due to inferior products but because of poor salesmanship. Therefore, hiring the right salesperson is one of the most critical decisions a company can make.
Crafting a Compelling Job Specification
Hiring is akin to selling: first, you need prospects. For this, you must draft a clear job specification. Consider the following:
- Product Mix: What will the salesperson be selling?
- Territory: Who are the target customers?
- Quota: What are the sales goals?
Ensure that compensation includes a suitable mix of base salary, commission, and benefits. It's essential to offer a competitive package to attract top talent.
Screening Candidates
Once you've advertised the position on platforms like salesjobs.ie or through an agency, it's time to sort through the applications. Separate them into "yes" and "maybe" piles, either with help from an agency or on your own.
Conducting the First Interview
The next stage is to conduct telephone interviews, aiming to speak with about 10 candidates. Spend about an hour on each to narrow down the possibilities. Key questions to explore include:
- Is their telephone manner professional?
- Have they researched your company?
- Why are they leaving their current job, and what are their salary expectations?
- How do their performance and earnings stack up?
- Do they understand and have experience with a successful sales process?
- Can they generate their own leads?
Score their responses from 1 to 5. After all interviews are complete, rank the candidates based on these scores. You might be surprised at how your initial instincts align with the results.
Final Interviews and Verification
For the final interviews, ask candidates to bring their last three years’ P65 forms to verify sales figures and earnings. Also, request references, ideally from past or current customers.
If you're new to interviewing salespeople, consider enlisting a seasoned sales manager to assist. Their experience can be invaluable in identifying potential hires.
On the day of the final interview, have candidates meet with a few key team members, such as:
- A marketing professional
- An existing salesperson, if available
- Someone from customer support
- A production team member or consultant for service companies
This approach allows various team members to offer their perspectives, aiding your decision-making process.
Conclusion
Good luck with your hiring efforts, and here's to successful selling with great profit!
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