Three Key Questions to Ask Before You Hire Any Sales Rep

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If you are trying to hire a sales rep, you are not alone. There are thousands of sales companies in the U.S., and finding a sales team that will succeed is their top priority. But because not everyone is cut out for a career in sales, the turnover rate for these jobs is high.

For this reason, when you hire a sales rep, it is critical to have a solid list of questions to ask during an interview. These questions shouldn’t necessarily be about previous agencies the candidate has worked for, or why he or she will be successful, but more poignant questions that will give you an idea of exactly how the person functions as a sales rep.

After your executive recruiting firm narrows down the list of applicants, you can meet with the final candidates. Here are a few key questions to ask.

  1. Can you tell me about a time when you dealt with a difficult client? How did you handle it? The answer to this question will tell you a lot about the character of the applicant. How a person handles adversity can be a great way to gauge his or her resilience. Sales reps face several rejections and also people who simply do not want to buy a product, and keeping a positive attitude despite a negative outcome is essential. Be sure to clue into the tone of the applicant’s response.
  2. How do you feel about making public presentations? Not only should the ideal candidate have ample self-confidence, he or she should be able to present your product or service in front of any audience. You should look at the candidate during the answer to this question, as a straightforward gaze that meets your eyes will indicate that the person isn’t lying about being comfortable.
  3. Can you pitch me a product you sold at your last company? This will allow you to watch a candidate’s demeanor during the pitch. As you know, body language and facial expressions are a critical part of effective communication, especially with a client. Watch how the interviewee interacts with you during the mock pitch, and imagine you are a potential client. Would you buy the product?

With these questions, and initial help from an executive recruiting firm, you will be on your way to finding the best sales rep for the job. More on this topic:

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