Podcast
Questions and Answers
What kind of atmosphere should be created during the interview?
What kind of atmosphere should be created during the interview?
- One where the candidate is being grilled
- One where the candidate is selling the company (correct)
- One where the sales manager is selling the company
- One where the sales manager is being grilled
What is the purpose of specific interview questions tied to specific traits?
What is the purpose of specific interview questions tied to specific traits?
- To make the interview longer
- To make the candidate feel uncomfortable
- To shift the burden to the sales manager
- To shift the burden to the candidate (correct)
What should sales managers do while the candidate is answering interview questions?
What should sales managers do while the candidate is answering interview questions?
- Remain silent (correct)
- Talk over the candidate
- Ask more questions
- Interrupt the candidate
What kind of atmosphere should be created during the interview, according to the text?
What kind of atmosphere should be created during the interview, according to the text?
Why do weaker candidates struggle during this type of interview?
Why do weaker candidates struggle during this type of interview?
What happens if sales managers rescue struggling candidates during the interview?
What happens if sales managers rescue struggling candidates during the interview?
During the interview process, what should sales managers do?
During the interview process, what should sales managers do?
What kind of atmosphere should be created during the interview?
What kind of atmosphere should be created during the interview?
What is the purpose of specific interview questions tied to specific traits?
What is the purpose of specific interview questions tied to specific traits?
What should sales managers do while the candidate is answering interview questions?
What should sales managers do while the candidate is answering interview questions?
What kind of atmosphere should be created during the interview, according to the text?
What kind of atmosphere should be created during the interview, according to the text?
What happens to weaker candidates during this type of interview?
What happens to weaker candidates during this type of interview?
How should the interview start?
How should the interview start?
Why do weaker candidates struggle during this type of interview?
Why do weaker candidates struggle during this type of interview?
What happens if sales managers rescue struggling candidates during the interview?
What happens if sales managers rescue struggling candidates during the interview?
What is the benefit of using this interview technique?
What is the benefit of using this interview technique?
Who will enjoy this type of interview, according to the text?
Who will enjoy this type of interview, according to the text?
Why should sales managers use this interview technique?
Why should sales managers use this interview technique?
During the interview process, what hat should sales managers put on?
During the interview process, what hat should sales managers put on?
What kind of atmosphere should be created during the interview?
What kind of atmosphere should be created during the interview?
What kind of interview questions should be asked during the interview process?
What kind of interview questions should be asked during the interview process?
What should sales managers do while the candidate gives their answer during the interview?
What should sales managers do while the candidate gives their answer during the interview?
What kind of atmosphere should be created during the interview, similar to a sales call?
What kind of atmosphere should be created during the interview, similar to a sales call?
Who will shine during this type of interview?
Who will shine during this type of interview?
How should the interview start?
How should the interview start?
Why do weaker candidates struggle during this type of interview?
Why do weaker candidates struggle during this type of interview?
What happens if sales managers rescue struggling candidates during the interview?
What happens if sales managers rescue struggling candidates during the interview?
What is the purpose of using this interview technique?
What is the purpose of using this interview technique?
Who will enjoy this type of interview?
Who will enjoy this type of interview?
Why should sales managers use this interview technique?
Why should sales managers use this interview technique?
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Study Notes
Interviewing Tips for Hiring the Best Salespeople
- Sales managers should take off their sales hat and put on their recruiting hat during the interview process.
- The atmosphere should be created where the candidate is putting the burden on the sales manager to sell the company.
- Specific interview questions tied to specific traits are needed to shift the burden to the candidate.
- Sales managers should remain silent while the candidate gives their best answer.
- The same atmosphere that exists during a sales call should be created during the interview.
- The best salespeople will shine, and the worst salespeople will crumble in this type of interview.
- The interview should start with a friendly welcome but then transition into “interview mode”.
- Weaker candidates struggle during this type of interview because they don't have the sales ability needed to do the job.
- If sales managers rescue struggling candidates, they deprive themselves of the opportunity to see the truth.
- Using this technique, sales managers will be able to quickly determine whether or not a candidate can sell.
- The best candidates with great answers will actually enjoy this type of interview.
- Sales managers should use this interview technique to avoid hiring all-talk, no-action salespeople.
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