There is always a large pool of sales people actively searching for work (we call these Active Candidates) and some of the applicants to any open sales position just want a job – any job. These people are casting a VERY wide net, and will take whatever happens to wander into that net. They are often just fishing – it doesn’t matter if they hook a whale or a minnow; they just want something that provides a paycheck.
Obviously the person that is enthusiastic about your company suited to do well in your company is more likely to do well in your company. So what can you do to determine whether someone is interested in your company or simply looking for a paycheck?
1. Approach the interview as you would a first date: spend more time listening and less time talking. Find out how many “dates” the applicant has been on (how many companies is she considering)? Where does she see herself in five years? The questions are basically the same – you need to determine if this person is interested in your company/job, or is he desperate and will “date” any company who shows an interest?
2. Count the Questions: Candidates who are serious about your company have done their due diligence and want to know more. They ask lots of questions. Extra points if the applicant asks for a written job description (also known as a pre-nup). That shows interest in a future with your company and it’s an indication that the candidate wants to insure that there are no misconceptions on either side. Why is this position open? Another great question, similar to a date asking “why have you been married five times? What will be different this time? The candidate wants to know what he can do better and what he should avoid doing.
3. Dig Below the Surface: On a date, you might ask “is there anything in your background that I should be aware of?” (i.e., several spouses died under suspicious circumstances; I have 19 children; I have 4 dogs and 3 cats that sleep in my bed). The best job applicants should ask if there are any constraints they should be aware of in this position.
Conclude the interview by letting the candidate know when they can expect an answer (i.e., how long do we have to date before we get engaged?). Good information for both of you to know!
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