Interviewing salespeople is a lot like peeling an onion – it involves peeling away the superficial layers and getting past the conditioned sales responses to learn about their capabilities and traits, and determine whether they will fit with your sales team culture and produce superior results. In order to accurately predict the capability of a sales person to meet or exceed sales targets in a new role, the sales interview must address not only sales experience, but also personality and behavioral traits which are as important, if not more important than sales experience.
In order to identify the top performers in an interview, it is essential to ask the right questions.
The following document is a template which hiring managers can use in an interview with a sales representative. A designated space is provided to write notes
on candidates’ answers.