ATD Blog
Sat Aug 01 2009
How do you fill the crucial sales talent gap?
Sales recruiting should be a well-documented process for your organization. Potential salespeople must meet specific criteria, and there should be a detailed list of questions asked, so you can evaluate their potential success or failure for your company. If they feel to meet a specific bar based on solid, and well-defined sales competencies, then they may be slow to train. And they may be less likely to bring in the revenue needed.
Think about it: How many of your current sales professionals will be moving on (retiring, promoting, or exiting) in the next 1-3 years? Is your recruiting capability up to speed on both the quantity and the quality demands of the future?
Top Sales Recruiting Questions to Ask in a Sales Interview
What attracts you to this particular industry?
What are your long-term career goals?
How do you feel if you don't make the sale?
What are your techniques for getting past the secretary?
Are you comfortable analyzing the client's financial figures?
How would you calculate the ROI for each sale?
In your current or past experience, how do you qualify your prospects?
What is the largest group of clients that you have given a presentation?
What methods do you use to track your goals?
What do you like and dislike about the products you are selling and why?
What are your weakest and strongest selling points?
What is the last class or seminar you took relating to sales?
What experience and approach could you offer our organization?
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