Hiring Your Next Sales Rep

Articles, Hiring

I always tell people the same story … when I am considering referring you to one of my good clients … the deciding factor is generally based on my observed behaviors of you during our interactions. My theory is that, how you act with me will be the same way that you will act with my clients. What else do I have to go on?

This same axiom will apply to interviewing new people for a sales position or, for that matter, for any position in your company. After all, is not the potential candidate trying to sell you something? Of course they are. They are selling themselves.

Start by making a list of your desired characteristics, your desired behaviors. For salespeople, I want to see …

  • Responsiveness
  • Urgency
  • Competitiveness
  • Confidence
  • Follow-through 
  • Good listening skills 
  • Attention to detail 
  • A desire, not just a willingness, to learn and to take direction

Note that none of these have anything to do with product knowledge or selling skills. I can teach those. The sales success triangle is made up with Attitude, Skills, and Knowledge. I can’t teach attitude and all of these characteristics fall under that banner. 

Now, you can probably observe most of these behaviors during the interviewing process. Some you may have to uncover. Just remember that what you discover now will most likely be their same behaviors that your candidate will display after you have brought them onboard. The same behaviors that they will demonstrate with a client.

You might also consider using an assessment tool like a DISC report. I offer these so please let me know if you would like to learn more. These assessments will provide a very detailed look into someone’s anticipated behaviors.

The really great thing about them is that the results are based on that person’s responses and the report will highlight areas that you might want to explore in more detail with the applicant. Questions that you would have never thought of asking.

It works like this. They take the assessment and both you and the applicant get a copy of the report to review. Ask them to note areas that they strongly agree with, strongly disagree with, or that they might agree with if things were worded a little differently. Ask them to please be prepared to discuss these at your next meeting.

I would not suggest that you do these assessments with every candidate. Save it for your finalists. These reports will identify the qualities that I listed above and they are just one more tool in your interviewing toolbox.

Have fun and good luck! If you would like to discuss my services further, please book a free 30-minute Zoom consultation with me!

Craig M. Jamieson

Craig M. Jamieson

Managing Member at Adaptive Business Services
Craig M. Jamieson is a lifelong B2B salesperson, manager, owner, and a networking enthusiast. Adaptive Business Services provides solutions related to the sales professional. We are a Nimble CRM Solution Partner. Craig also conducts training and workshops primarily in social selling and communication skills. Craig is also the author of "The Small Business' Guide to Social CRM", now available on Amazon!
Send this to a friend