Welcome to where the magic happens. Every project, class, system and process I have ever implemented started with a blog post RIGHT HERE. So dig in, there is gold in these electrons.
“Nothing splendid has ever been achieved except by those who dared believe that something inside themselves was superior to circumstance” Bruce Barton
First let me introduce you to Gauge, he is a member of the BPL: The Best Practice League. His specialty is the hiring and assessment process and he helps us to remember just how important it is to not only ask the right questions but to ask them the right way.
Okay, I promised you the questions to use for a first interview. So below is the link to the document with the questions. But before we get to them, let’s talk about “HOW” to conduct a first in-person interview.
Remember this is an interview not a date. Don’t get swept up in the style of the moment. You are looking for answers that contain facts and figures. The best salespeople know how to make a compelling point . They know how to paint a picture evoking emotion with their words. They also know how to give specifics, facts and details. The less specific an answer is the quicker your @#$%^ detector should be going off.
Make sure you are very clear upfront about what you want from them. You want this to be conversational but you are looking for answers to these questions. If they don’t get to the point don’t let them off the hook. Keep after them a maximum of 3 times on any one question. If they have not answered the question to your satisfaction after 3 tries move on but make sure to notate the miss.
Finally, ALWAYS record your interviews. This kills 3 birds with the proverbial 1 stone. 1) you don’t have to trust your memory or your notes 2) upon reflection you may hear something for better or worse that you missed on the first pass 3) legal protection. Remember, you do have to tell them they will be recorded.
Please feel free to give me a call 216 347 6729 and we can talk through any questions you may have and in the meantime make sure you go to my websites by clicking in the links to the right.
Make sure to check back for the next post when we discuss how to conduct a Sales Simulation and conduct a Critique Session that will give you more insight into a sales hire than you ever thought possible.
Here are your 1st Interview Questions…