I am going to offer you the three most important interview questions. After 15 years of interviewing candidates, I have found that the answers to these three questions carry the most weight in a sales interview.
- Why do you want to work for my company?
You already know the candidate is interested in the role, but how much research has he done on your company? A sales professional is taught to thoroughly understand his customer’s organization. If your candidate had not taken the time to learn about yours, keep looking.
- What will you accomplish in the first 3 months and in the first 6 months in this role?
Does your sales candidate understand territory management…or customer segmentation…or developing his sales team? How your candidate answers this question will give you a better understanding of his knowledge of the sales process.
- Why do you feel that you are uniquely qualified for this role?
You candidate should now compare his qualifications to the requirements of the position. He should get across to you why he is better than his competition. Good sales people do this every day.
Adding these three questions to your favorites will help you qualify top performers.
Please let me know what your favorite interview questions are. I would be very interested to know.
Have a terrific week (name).
Stretch your walk to 3 miles today. You have been walking for a month now. No matter what your age, listen to the Bee Gees. Stayin’ Alive will keep you motivated.
“Pretend that every single person you meet has a sign around his or her neck that says, ‘Make me feel important.’ Not only will you succeed in sales, you will succeed in life.” — Mary Kay Ash