Peter2
Fastane Legend. RIP.
I have hired more than 500 sales people and interviewed several thousand. I have also read more than 10,000 sales resumes.
My conclusion is that most sales people are not sales people. They are order takers.
You need to start sorting them at the resume level. If they are jumping from job to job frequently, they are not worth your time. This is 80% of all resumes.
If they are not on time for the interview, you should just send them home again.
I dont care if there was an accident on the road and traffic was backed up, or it was hard to find my office. No excuse is acceptable.
Ask them why they are better than the guy sitting in the lobby waiting to interview.
Ask them why they want to work for your company.
Ask them what expectations they have.
This one is a big one. Ask them what they have liked the least at their previous jobs. It will say alot about them as a person depending on how they answer that question.
Hire them in a two stage interview. If you like them after the first interview, give them an assignement for the second interview, like reading a 300 page sales book or memorizing a 1 hour long sales presentation.
People will weed themselves out. During the second interview, you quiz them on a few chapters in the book, or tell them to give the presentation that they should have memorized. If they do good, you hire them and if they do bad, you know they are not what you are looking for, since they couldn't be bothered with wasting time reading and learning in order to get a job with you.
My conclusion is that most sales people are not sales people. They are order takers.
You need to start sorting them at the resume level. If they are jumping from job to job frequently, they are not worth your time. This is 80% of all resumes.
If they are not on time for the interview, you should just send them home again.
I dont care if there was an accident on the road and traffic was backed up, or it was hard to find my office. No excuse is acceptable.
Ask them why they are better than the guy sitting in the lobby waiting to interview.
Ask them why they want to work for your company.
Ask them what expectations they have.
This one is a big one. Ask them what they have liked the least at their previous jobs. It will say alot about them as a person depending on how they answer that question.
Hire them in a two stage interview. If you like them after the first interview, give them an assignement for the second interview, like reading a 300 page sales book or memorizing a 1 hour long sales presentation.
People will weed themselves out. During the second interview, you quiz them on a few chapters in the book, or tell them to give the presentation that they should have memorized. If they do good, you hire them and if they do bad, you know they are not what you are looking for, since they couldn't be bothered with wasting time reading and learning in order to get a job with you.