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2 Interviewing Questions to Ask Sales PeopleOne of the most frequent questions we get on hiring is, "What do I ask sales people to get past the BS?" For many, hiring sales people is difficult. The fact is most sales people think they can sell anything, when in fact the sales processes are so different, many don't actually sell as much as take orders. Here are two screening questions I use to at least eliminate sales people that embellish and claim to be hard charging. 1) "Give me an example of where you demonstrated high initiative?" Seems to me like a simple question, yet most sales people can't answer it because most sales people don't take high initiative. So often I get one of two answers. One is that they tell me about a sale they made where they had to call on the customer 5 or 6 times to get the deal. WOW. Doesn't every salesperson have to do this? Isn't that just part of the job? I don't consider this high initiative and if they do I'm not impressed. The second common answer is that they go back three or four jobs for the example. So what have you done for me lately? They don't consistently demonstrate high initiative. 2) Every sales person has on their resume a bullet that reads in one way or another, "Increased sales by X%." Usually some figure between 30 and 60 percent. The obvious question to me is, "What two numbers did you divide to get that percentage?" I find 1 in 10 can answer this question. Not because they made it up (although I don't rule that out), but because they take the position the company grew by X% and I'm in sales, so I did it. For me,
these are phone screening questions I like to ask. It does eliminate a
lot of candidates, that in the past, I might have presented to one of
my clients and for hiring managers desperate to hire a sales person. It
is tough to eliminate candidates Brad Remillard Article Tags: Sales People Source: Free Articles from ArticlesFactory.com
ABOUT THE AUTHOROur, "Cost
Of A Bad Hire" calculator is available to help you get a handle on your
total cost of hiring. Download our free worksheet at http://www.impacthiringsolutions.com/index.php/cost-of-hire Culture is one of the biggest reasons a good hire goes bad. Find out what your culture is and how people in your organization define it. Click here to download your Culture Assessment. 
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