7 Tips To Spot a Sales Superstar During Interviews

By: Eliot Burdett | 6,563 Reads |

%3Cp%3EInterviewing+sales+candidates+can+be+extremely+difficult+since+even+a+subpar+seller+is+trained+to+tell+people+what+they+want+to+hear.+Many+candidates+look+great+on+paper%2C+only+later+to+turn+in+lackluster+performances.%3C%2Fp%3E%0D%0A%0D%0A%3Cp%3ESince+the+cost+of+bad+hires+is+enormous+for+a+company%27s+bottom+line%2C+it+is+critical+for+those+in+charge+of+hiring+to+%22get+it+right.%22+The+key+is+to+look+beyond+the+resume+and+test+for+certain+personality+traits.+Here+are+the+7+most+common+personality+traits+found+in+top+sales+performers%2C+and+tips+to+find+out+if+the+candidate+across+the+table+truly+possesses+them.%3C%2Fp%3E%0D%0A%0D%0A%3Cp%3E%3Cb%3E1%29+Success-driven.%3C%2Fb%3E+While+skills+can+be+learned%2C+a+desire+to+succeed+and+a+pattern+of+behavior+often+cannot.+Since+no+sales+candidate+will+assess+themselves+as+unambitious%2C+the+interviewer+must+delve+deeper.+High+performers+have+a+pattern+of+accomplishments+across+all+areas+of+their+life%2C+not+just+at+work.%3C%2Fp%3E%0D%0A%0D%0A+%3Cul%3E%0D%0A+++%3Cli%3E%3Ci%3E%3Cb%3ETip+to+interview+for+patterns+of+success%3A%3C%2Fb%3E%3C%2Fi%3E+Include+questions+in+the+interview+script+that+probe+what+they+are+most+proud+of.+Start+with+their+achievements+at+work+but+then+transition+to+areas+outside+of+work+such+as+sports+or+the+arts+where+they+demonstrate+being+goal-oriented.%3C%2Fli%3E%0D%0A+%3C%2Ful%3E%0D%0A%0D%0A%3Cp%3E%3Cb%3E2%29+Confidence+vs.+false+bravado.%3C%2Fb%3E+A+salesperson+can+exude+confidence+in+an+interview%2C+and+still+wilt+under+rejection+or+criticism.+When+the+best+salespeople+are+told+%22No%2C%22+they+are+not+defeated%2C+they+are+invigorated.%3C%2Fp%3E%0D%0A%0D%0A+%3Cul%3E%0D%0A+++%3Cli%3E%3Ci%3E%3Cb%3ETip+to+interview+for+confidence%3A%3C%2Fb%3E%3C%2Fi%3E+While+testing+a+candidate%27s+determination+is+important%2C+it+is+advisable+to+do+so+in+a+way+that+is+not+offensive.+A+successful+sales+person+will+not+wilt+under+pressure%2C+yet+they+will+want+to+feel+wooed+at+the+same+time.+Ask+for+examples+of+when+they+showed+extraordinary+determination.%3C%2Fli%3E%0D%0A+%3C%2Ful%3E%0D%0A%0D%0A%3Cp%3E%3Cb%3E3%29+Competitive+fire.%3C%2Fb%3E+This+is+defined+by+Merriam-Webster+as+%22having+a+strong+desire+to+win+or+be+the+best+at+something.%22+This+is+the+fuel+that+powers+salespeople+to+hunt+new+business+opportunities%2C+cold+call%2C+get+in+front+of+the+key+decision+makers%2C+and+close+deals.%3C%2Fp%3E%0D%0A%0D%0A+%3Cul%3E%0D%0A+++%3Cli%3E%3Ci%3E%3Cb%3ETip+to+interview+for+competitiveness%3A%3C%2Fb%3E%3C%2Fi%3E+Ask+the+candidate+to+describe+how+they+strive+to+be+the+best+salesperson+possible.+If+they+talk+about+using+a+co-worker%27s+recent+big+deal+as+motivation+to+come+in+early+or+stay+late%2C+or+express+a+desire+to+surpass+their+own+best+sales+numbers%2C+this+is+a+key+indicator+that+the+candidate+is+a+top+performer.%3C%2Fli%3E%0D%0A+%3C%2Ful%3E%0D%0A%0D%0A%3Cp%3E%3Cb%3E4%29+Sense+of+urgency%3C%2Fb%3E.+The+creed+that+%22time+kills+deals%22+defines+the+top-performing+salespeople.+They+understand+that+every+minute+not+on+the+phone+with+prospects+or+meeting+them+face-to-face+is+potential+lost+revenue.+%3C%2Fp%3E%0D%0A%0D%0A+%3Cul%3E%0D%0A+++%3Cli%3E%3Ci%3E%3Cb%3ETip+to+interview+for+a+sense+of+urgency%3A%3C%2Fb%3E%3C%2Fi%3E+Ask+the+candidate+to+provide+examples+of+how+they+used+time+to+their+advantage.+How+much+time+is+split+between+prospecting%2C+working+the+funnel%2C+and+closing+accounts%3F+These+numbers+will+tell+if+they+understand+that+time+is+money.%3C%2Fli%3E%0D%0A+%3C%2Ful%3E%0D%0A%0D%0A%3Cp%3E%3Cb%3E5%29+Primal+need+to+influence+others.%3C%2Fb%3E+Let%27s+face+it%3A+people+like+to+buy+from+people+they+like.+This+is+not+to+say+they+are+categorically+extroverts+%28many+great+sales+people+classify+as+introverts%29%2C+but+simply+that+they+have+an+innate+ability+to+develop+relationships.%3C%2Fp%3E%0D%0A%0D%0A+%3Cul%3E%0D%0A+++%3Cli%3E%3Ci%3E%3Cb%3ETip+to+interview+for+a+people+person%3A%3C%2Fb%3E%3C%2Fi%3E+See+if+they+appear+relaxed%2C+if+their+smile+and+handshake+are+genuine.+If+they+routinely+bond+with+clients%2C+send+them+useful+information+beyond+what+they+are+selling%2C+or+can+articulate+how+they+build+rapport+with+prospects+to+overcome+pricing+objections%2C+you+may+have+a+winner.%3C%2Fli%3E%0D%0A+%3C%2Ful%3E%0D%0A%0D%0A%3Cp%3E%3Cb%3E6%29+Creativity.%3C%2Fb%3E+This+is+not+a+word+that+is+always+associated+with+sales+people%2C+but+the+best+are+very+creative+when+it+comes+to+removing+obstacles+and+finding+solutions+to+problems.+As+the+saying+goes%2C+the+best+sales+people+don%27t+ask+permission%2C+they+seek+forgiveness.%3C%2Fp%3E%0D%0A%0D%0A+%3Cul%3E%0D%0A++%3Cli%3E%3Ci%3E%3Cb%3ETip+to+interview+for+creativity%3A%3C%2Fb%3E%3C%2Fi%3E+Ask+the+candidate+about+times+they+had+to+develop+alternative+ways+of+doing+things+in+order+to+succeed.+Give+them+difficult+scenarios+involving+gatekeepers%2C+price%2C+and+budgeting+issues+and+ask+them+to+brainstorm+solutions.+This+will+show+if+they+are+creative+problem-solvers.%3C%2Fli%3E%0D%0A%3C%2Ful%3E%0D%0A%0D%0A%3Cp%3E%3Cb%3E7%29+Perseverance+and+resilience.%3C%2Fb%3E+Great+sales+people+do+not+let+rejection+prevent+them+from+achieving+success.+They+never+give+up+on+a+deal+until+it+is+definitely+dead+-+and+if+it+is%2C+they+will+find+another+deal+to+close+in+its+place.%3C%2Fp%3E%0D%0A%0D%0A+%3Cul%3E%0D%0A+++%3Cli%3E%3Ci%3E%3Cb%3ETip+to+interview+for+organization%3A%3C%2Fb%3E%3C%2Fi%3E+Ask+the+candidate+to+talk+about+their+failures+and+how+they+later+led+to+greater+success.%3C%2Fli%3E%0D%0A+%3C%2Ful%3E%0D%0A%0D%0A%3Cp%3EBy+using+these+interview+tips%2C+companies+can+best+determine+which+candidate+will+become+a+long-term+asset+who+helps+drive+sales+and+revenue.+%3C%2Fp%3E%0D%0A%0D%0A%3Cp+style%3D%22border-top%3A+3px+solid+%23DDDDDD%3B%22%3E%3Ci%3E%3Cb%3EEliot+Burdett%3C%2Fb%3E+is+the+CEO+and+co-founder+of+Peak+Sales+Recruiting%2C+a+B2B+sales+recruiting+company+specializing+in+finding+sales+professionals+in+the+technology%2C+professional+services%2C+telecom%2C+manufacturing%2C+and+industrial+sectors.+Learn+more+at+%3Ca+href%3D%22http%3A%2F%2Fpeaksalesrecruiting.com%22+target%3D%22_blank%22%3Epeaksalesrecruiting.com%3C%2Fa%3E+or+call+800-964-0946.%3C%2Fi%3E%3C%2Fp%3E

Published: May 5th, 2015