This document provides guidance on interviewing sales candidates. It outlines goals for the interview process, types of information to gather from different sources, and categories of questions to ask candidates about their experience, education, skills, personality, financial fit, and logistics. Sample interview questions are provided for each category. Scoring sheets are included to rate candidates. Tips are offered on reviewing a candidate's sales history and making the candidate go through several interview steps.
7. PAST
What they have done
• Experience
• Education
• Accomplishments
• Skills learned
PRESENT FUTURE
Who they are
• Personality traits
• Tendencies
What they want
• Goals
• Aspirations
• Preferences
10. NEEDS TO HAVE GOOD INTERNET DO YOU HAVE GOOD INTERNET?
WORK-AT-HOME SETUP TELL ME ABOUT YOUR WORKSPACE.
ABLE TO MAKE COLD CALLS HOW DO YOU FEEL WHEN CALLING?
ABLE TO LEARN PROCESSES TELL ME ABOUT A PROCESS YOU HAD TO LEARN.
REQUIREMENTS QUESTIONS
12. EXPERIENCE PROSPECTING AND COLD CALLING
TELL ME ABOUT YOUR PROSPECTING
EXPERIENCE.
EXPERIENCE SELLING TO MANUFACTURERS
HOW MUCH EXPERIENCE DO YOU HAVE SELLING
TO MANUFACTURERS?
SUCCESS HITTING SALES TARGETS [DISCUSS PREVIOUS SALES PERFORMANCE]
EXPERIENCE REQUIREMENTS EXPERIENCE QUESTIONS
EXPERIENCE
EDUCATION
SKILLS
PERSONALITY
FINANCIAL
LOGISTICS
13. GOOD COMMUNICATION SKILLS
TELL ME ABOUT A TIME WHEN YOU DISPLAYED
GOOD COMMUNICATION SKILLS.
ABLE TO DELIVER PRESENTATIONS
CAN YOU SHARE SOME EXAMPLES OF
PRESENTATIONS YOU HAVE DELIVERED?
FAMILIAR WITH USING CRM WHAT CRM APPLICATIONS HAVE YOU USED?
SKILLS REQUIREMENTS SKILLS QUESTIONS
EXPERIENCE
EDUCATION
SKILLS
PERSONALITY
FINANCIAL
LOGISTICS
14. STRONG WORK ETHIC
TELL ME ABOUT A TIME WHEN YOU DISPLAYED A
STRONG WORK ETHIC.
OPERATES WITH INTEGRITY
WHAT DOES THE WORD INTEGRITY MEAN TO
YOU?
ORGANIZED INDIVIDUAL
CAN YOU SHARE AN EXAMPLE OF SOMETHING
THAT YOU KEEP ORGANIZED IN YOUR LIFE?
PERSONALITY REQUIREMENTS PERSONALITY QUESTIONS
EXPERIENCE
EDUCATION
SKILLS
PERSONALITY
FINANCIAL
LOGISTICS
15. MINIMUM HIGH SCHOOL DIPLOMA TELL ME ABOUT WHERE YOU WENT TO SCHOOL.
BACHELOR’S DEGREE PREFERRED
FORMAL SALES TRAINING BONUS
WHAT FORMAL SALES TRAINING HAVE YOU BEEN
THROUGH?
EDUCATION REQUIREMENTS EDUCATION QUESTIONS
EXPERIENCE
EDUCATION
SKILLS
PERSONALITY
FINANCIAL
LOGISTICS
16. FIT WITH $60K BASE $60K COMMISION COMP
PLAN
WHAT IS YOUR CURRENT COMP PLAN?
WHAT TYPE OF PLAN ARE YOU LOOKING FOR?
EARNINGS HISTORY OF MORE THAN $100K PER
YEAR
WHAT DID YOU W2 THE PAST 3 YEARS?
FINANCIAL REQUIREMENTS FINANCIAL QUESTIONS
EXPERIENCE
EDUCATION
SKILLS
PERSONALITY
FINANCIAL
LOGISTICS
17. ABLE TO START IN JANUARY
WHAT TIME FRAME ARE YOU WORKING AGAINST?
WHEN WOULD YOU BE ABLE TO START?
ABLE TO RELOCATE HOW OPEN ARE YOU TO RELOCATING?
LOGISTICS REQUIREMENTS LOGISTICS QUESTIONS
EXPERIENCE
EDUCATION
SKILLS
PERSONALITY
FINANCIAL
LOGISTICS
ABLE TO TRAVEL 50% HOW DO YOU FEEL ABOUT BUSINESS TRAVEL?
18. DID YOU FIND US OK?
HOW DID YOU FIND OUT ABOUT US?
WHAT DO YOU KNOW ABOUT US?
INTRODUCTION QUESTIONS
TELL ME ABOUT YOURSELF.
HOW IS YOUR DAY GOING?
WHY ARE YOU LOOKING FOR A NEW
OPPORTUNITY?
WHAT CAUGHT YOUR ATTENTION ABOUT THE
POSITION?
EXPERIENCE
EDUCATION
SKILLS
PERSONALITY
FINANCIAL
LOGISTICS
INTRO
19. WHY IS THIS THE RIGHT POSITION FOR YOU?
HOW DOES THIS POSITION COMPARE TO YOUR
OTHER OPTIONS?
CLOSING QUESTIONS
WHAT QUESTIONS DO YOU HAVE FOR ME?
HOW DO YOU FEEL ABOUT THIS POSITION?
WHAT DO YOU LIKE / DISLIKE?
WHAT OTHER OPTIONS ARE YOU CONSIDERING?
WHERE ELSE ARE YOU INTERVIEWING?
HOW WOULD YOU FEEL ABOUT STAYING WHERE
YOU ARE CURRENTLY AT?
EXPERIENCE
EDUCATION
SKILLS
PERSONALITY
FINANCIAL
LOGISTICS
INTRO
CLOSE
22. Applicant Scoring
Name Experience Personality Skills Education Financial Close Total
Tom Jones 7 10 4 8 6 10 45
Maria Gonzales 10 5 7 9 10 6 47
Sharley Thoms 4 9 4 10 10 4 41
23.
24. Reviewing Sales History
Go through each position and get applicant to share
QUOTA AND PERFORMANCE PER YEAR
TACTICS FOR FINDING NEW BUSINESS
MEMORABLE WINS/LOSSES
WHAT THEY LIKED/DISLIKED
LESSONS LEARNED
REASON FOR LEAVING
25. Make Applicant Go Through Hoops
VM Interview Send Paperwork Watch Training Videos
Reply to Job
Posting
Phone Interview Role Play