Interviewing,Questions,Ask,Sal business, insurance 2 Interviewing Questions to Ask Sales People
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Here are two screening questions I use to at least eliminate sales people that embellish and claim to be hard charging.1) "Give mean example of where you demonstrated high initiative?" Seems to melike a simple question, yet most sales people can't answer it becausemost sales people don't take high initiative. So often I get one of twoanswers. One is that they tell me about a sale they made where they hadto call on the customer 5 or 6 times to get the deal. WOW. Doesn'tevery salesperson have to do this? Isn't that just part of the job? Idon'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 forthe example. So what have you done for me lately? They don'tconsistently demonstrate high initiative.2) Everysales person has on their resume a bullet that reads in one way oranother, "Increased sales by X%." Usually some figure between 30 and 60percent. The obvious question to me is, "What two numbers did youdivide to get that percentage?" I find 1 in 10 can answer thisquestion. 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 insales, so I did it.For me,these are phone screening questions I like to ask. It does eliminate alot of candidates, that in the past, I might have presented to one ofmy clients and for hiring managers desperate to hire a sales person. Itis tough to eliminate candidates, but I have found the ones that cananswer these two question have been successful.We welcome your comments and thoughts.Brad Remillard
Interviewing,Questions,Ask,Sal