20 Sales Interviewing Mistakes to Avoid

Now more than ever before, successful sales hiring is absolutely critical to sales success. When so few hiring managers are trained to conduct sales interviews, it is no surprise that failure rates are as high as 70% on some teams. Here are 20 sales interviewing mistakes to avoid:

1. No structure or preset agenda for the interview
2. Relying on self assessment of interviewee
3. Liking the look of the candidate
4. Getting sold by the interviewee
5. Asking theoretical questions (“how would you…?”) vs behavioral questions (“how did you…?”)
6. Asking leading questions
7. Conducting a different interview for each candidate met
8. Making a go/no go decision before completing your interview
9. Asking questions that are not related to the actual sales role
10. Asking questions that do not give a definitive indication of a suitability
11. Hearing what you want to hear instead of what was actually said
12. Not using silence to obtain information beyond the practiced responses
13. Not cross referencing answers to determine validity
14. Not asking for proof of sales accomplishments or personal claims
15. Not obtaining interview training prior to conducting an interview
16. Talking or selling to the candidate more than listening to their responses
17. Not selling the interviewee on your company
18. Not documenting the interview
19. Focusing on experience and credentials over sales DNA
20. Hiring based only on an interview

If you liked this article, you may also be interested in these similar posts:

1. Avoid These Sales Hiring Mistakes
2. Do you ask these tough questions when interviewing sales reps?
3. Avoid the Brutal Costs of Hiring the Wrong People
4. How to Avoid Sales Hiring Mistakes
5. Sales Hiring Mistakes