Mastering Sales Hiring

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Questions and Answers

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?

  • 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?

  • 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?

<p>One that is similar to a sales call (C)</p> Signup and view all the answers

Why do weaker candidates struggle during this type of interview?

<p>They are not good at selling themselves (A)</p> Signup and view all the answers

What happens if sales managers rescue struggling candidates during the interview?

<p>They deprive themselves of the opportunity to see the truth (B)</p> Signup and view all the answers

During the interview process, what should sales managers do?

<p>Wear their recruiting hat (C)</p> Signup and view all the answers

What kind of atmosphere should be created during the interview?

<p>One where the candidate is selling the company (B)</p> Signup and view all the answers

What is the purpose of specific interview questions tied to specific traits?

<p>To shift the burden to the candidate (D)</p> Signup and view all the answers

What should sales managers do while the candidate is answering interview questions?

<p>Remain silent (D)</p> Signup and view all the answers

What kind of atmosphere should be created during the interview, according to the text?

<p>One that is similar to a sales call (D)</p> Signup and view all the answers

What happens to weaker candidates during this type of interview?

<p>They crumble (B)</p> Signup and view all the answers

How should the interview start?

<p>With a friendly welcome (C)</p> Signup and view all the answers

Why do weaker candidates struggle during this type of interview?

<p>They are not good at selling themselves (B)</p> Signup and view all the answers

What happens if sales managers rescue struggling candidates during the interview?

<p>They deprive themselves of the opportunity to see the truth (A)</p> Signup and view all the answers

What is the benefit of using this interview technique?

<p>To quickly determine whether or not a candidate can sell (C)</p> Signup and view all the answers

Who will enjoy this type of interview, according to the text?

<p>The best candidates with great answers (D)</p> Signup and view all the answers

Why should sales managers use this interview technique?

<p>To avoid hiring the worst salespeople (A)</p> Signup and view all the answers

During the interview process, what hat should sales managers put on?

<p>Their recruiting hat (A)</p> Signup and view all the answers

What kind of atmosphere should be created during the interview?

<p>An atmosphere where the candidate sells the company to the sales manager (D)</p> Signup and view all the answers

What kind of interview questions should be asked during the interview process?

<p>Questions about specific traits tied to the job (B)</p> Signup and view all the answers

What should sales managers do while the candidate gives their answer during the interview?

<p>Remain silent (D)</p> Signup and view all the answers

What kind of atmosphere should be created during the interview, similar to a sales call?

<p>An atmosphere of competition (A)</p> Signup and view all the answers

Who will shine during this type of interview?

<p>The best salespeople (A)</p> Signup and view all the answers

How should the interview start?

<p>With a friendly welcome (B)</p> Signup and view all the answers

Why do weaker candidates struggle during this type of interview?

<p>They don't have the sales ability needed to do the job (B)</p> Signup and view all the answers

What happens if sales managers rescue struggling candidates during the interview?

<p>They deprive themselves of the opportunity to see the truth (A)</p> Signup and view all the answers

What is the purpose of using this interview technique?

<p>To quickly determine whether or not a candidate can sell (C)</p> Signup and view all the answers

Who will enjoy this type of interview?

<p>The best candidates with great answers (B)</p> Signup and view all the answers

Why should sales managers use this interview technique?

<p>To avoid hiring all-talk, no-action salespeople (D)</p> Signup and view all the answers

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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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