Observe Sales Candidates’ Behavior

So often, as a hiring manager or in the process of interviewing salespeople, we get caught up in a sales candidate’s natural ability to speak smoothly and to sell themselves in the interviewing process. The real question is, how do they behave through the interviewing process? One of the key things that I do is to step back from the eloquence and the good speaking skills that I hear in an interview and actually watch to see how a candidate performs when I assign them simple homework duties. If you’re in the business of hiring sales people, always assign homework and follow-up tasks to sales candidates at the end of each interview. Then watch and measure closely whether or not a job seeker actually performs the assignments that you’re given them. You’ll be amazed to see how many sales people actually don’t follow up and follow the instructions that you’ve given them, even once you’ve spelled out exactly what you want them to do.

Salespeople who don’t follow up on homework assignments through the interviewing process should be immediately set aside or discarded as candidates for sales positions in your company. Why? Because how they behave and how they perform with assignments in your interviewing process is a direct reflection of how they will perform and how they will behave when following up with your clients if they come to work for you! That’s why it’s critical to be very objective on this subject and to measure and watch for the right sales behavior. Make sure to set clear standards of discipline for this as a part of your sales interviewing process.

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