What Are The Best Sales Interview Questions?

In this episode of the Sales Management Minute, learn the secret to successfully hiring salespeople.

Executives are searching high and low for ways to make better hires for their sales teams. They search the Internet, read books and ask colleagues for their best interview questions. They all come away disappointed as none of those questions help them make better sales hires.

Fret not, my friends! I have the questions…the ultimate questions… you must ask sales candidates before making hiring decisions. Are you ready for them? Get your pens ready!

These questions are the ones that expose synergies between the scope of the sales role and the candidates. In other words, the interview process is a version of a matching game. You have a detailed role profile on one side and a candidate on the other side. The interview should be structured so that you can determine the strength of the match between the two.

Don’t have a defined scope of the role? Hmmm. How can you adeptly screen sales talent without it? There are so many unique factors that cause salespeople to succeed, fail or underperform for your company. Without documenting the scope of the role, you are playing Russian roulette with your revenue every time you hire without having this tool in hand.

See you next time on the Sales Management Minute.

This post is contributed by a community member. The views expressed in this blog are those of the author and do not necessarily reflect those of Patch Media Corporation. Everyone is welcome to submit a post to Patch. If you'd like to post a blog, go here to get started.

Barry Weiss February 19, 2013 at 06:30 PM
Armed robbers disguised as police escape with a massive haul of diamonds after a rapid raid at Brussels Airport, Belgian police say.
Richard February 19, 2013 at 06:35 PM
Barry, you post is as useless as the article.
Lee B. Salz February 19, 2013 at 06:45 PM
Richard... sorry you found my article "useless."
Lisa February 20, 2013 at 12:40 PM
What jumps out at me as the beginning of the "matching" success factor is: defined scope of the role. If your sales slot is ambiguous, how can you potentially find the most suitable, long-term fit? Lee, maybe you can address this in an upcoming blog?
Lee B. Salz February 20, 2013 at 12:54 PM
Thanks, Lisa. If you visit www.salesmanagementminute.com, you will find 150 episodes which deal with a variety of sales management issues.


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