Evaluating Sales Candidates: See Her Walk the Walk, Not Just Talk the Talk
Before you hire a salesperson, want to see her in action? Try the technique shared in this episode of The Sales Management Minute to see if she walks the walk.
As you look across the desk and look at your candidate, how do you know she is as good as she claims to be? Her resume certainly presents wonderful achievements. The assessment tool recommended her for hire. She has great answers for all of the interview questions. Yet, how can you see her in action…in a real sales environment?
If you accept the premise that an interview is the ultimate sales call, then you would expect the candidate to be conducting her own needs analysis of the role – determining what you are looking for in the right candidate. That premise lays the foundation for a great technique to see if she truly walks the walk.
Towards the end of the interview process, when the candidate should have a clear picture of the needs of the role, ask her to put together a five-minute presentation in which she presents herself as the solution. Simply put, the presentation should answer why the company should select her for the role.
In essence, you’ve asked the candidate to synthesize needs, develop a solution and present the message effectively. She certainly knows herself – the product. The presentation is the communication of the solution – the synergy between the role requirements and her expertise.
The simulation gives you the ability to see the candidate’s creativity, presentation prowess and speaking skills. And, this interview technique costs you nothing, but could help you avoid a sales hiring mistake.
See you next time on the Sales Management Minute.
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right sales people, onboarding them effectively and efficiently, and aligning their sales activities with business objectives using his sales architecture methodology. He is the Founder and CEO of Sales Architects, The Revenue ...
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