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3 Keys to Interviewing Sales Representatives and Finding Your Next A-Player

Which of these sales representatives would you rather hire?

Rep A: An A-player who consistently achieves their goals and builds up their colleagues. 

Rep B: An underperformer who lowers team morale and negatively impacts revenue generation. 

Chances are, your choice is obvious — Rep A. But how can you tell the difference? An effective interview! Here are our three keys to creating just that.

Create an Objective Interview Process

To remove bias when interviewing sales representatives, determine objective measures of a candidate’s qualifications. Doing so will increase diversity on your team and increase your A-player headcount. 

Customize Your Interview Approach for Each Role

Take into account the skills, experience, and competency necessary for the specific role you’re interviewing candidates for. Then, integrate these details into your template for interviewing sales representatives to ensure your requirements are met. 

Strategically Choose Your Interview Questions

To find candidates that will drive revenue and profitability for your organization, plan specific questions that will reveal their resilience, determination, and strengths. Quality interview questions could include: 

  • How do you maintain a positive outlook in the face of rejection?
  • What tactics do you use to build your pipeline?
  • What is an example of a time when you worked with a difficult prospect?
  • What are 2-3 of your weaknesses as they relate to sales?
  • How do you avoid letting your weaknesses get in the way of your selling?

Are you getting ready to hire your next A-player? We’d love to give you access to our global network of top sales professionals! Contact us today to discuss your hiring needs.


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