We nearly didn't remember one of the most important sales management training process in hiring
My mistake. I nearly did not include it because it was left out of my previous post.
But if you do not include it in your sales management training interviewing method, you can definitely leave yourself exposed to creating some fatal employing decisions.
And So I don't like that to happen so here it is.
Get right to the "whys"
Get them talking, but make them focus on the "whys" right behind the decisions they have made in their lives. The answers to those questions will provide you with insights into who they really are. Everyone is the sum of each of the decisions they've made with their lives. Ask them with regards to those decisions.
In asking them "why did they do what they did?" questions, you are cutting to the core of their nature. Having a completely new job is an important event in someone's life, those decisions/thought processes are "windows to their true personality".
Simplyask them in regards to the decisions they made and also the "whys" in regards to every decision.
When you got married wasn't it one of the greatest decisions you ever made in your own life?
Plus the spouse you decided to marry tells a whole lot about who you really are as an individual.
Just like a "marriage" to a new corporation tells a lot about who that individual is.
Ask the interviewee a question like: "Why did you leave Paychex to go work at AT&T? What were you planning to accomplish?"
Or after they left Paulie's Walnuts, Inc. to go to Phil's Cashew Company, one of the best question is:
"What was missing out of your present situation at Paulie's Walnuts Inc.?"
Once you learn the "whys" behind this question, you get a window into their soul. Then probe into each decision. Get precise. Have them give you examples.
The more specific the examples they give, better it really is for you.
And also the better your probability of making a killer sales hire.
In our upcoming sales management training step in the interviewing process, we get to the question and answer section. This is not the right time to snooze it's time for you to get up and be sure you use this all crucial segment of the hiring process to obtain the best salesperson as possible.
