Sales Recruiting

Saturday, August 1, 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?
About the Author
The Association for Talent Development (ATD) is a professional membership organization supporting those who develop the knowledge and skills of employees in organizations around the world. The ATD Staff, along with a worldwide network of volunteers work to empower professionals to develop talent in the workplace.
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