I’ve written a series of blog posts to help you attract, screen, interview, and hire the best sales rep you can find on the market. I’m going to share successful strategies I’ve learned, developed, and implemented, in several companies over the past 20 years. Hiring the wrong sales representative is costly. I want to help ensure that you have the tools needed to make sure you’re placing the right bet on the right rep.
Step 1 – The Job Description and Resume Review
The first step, when I go in search of a sales candidate for a client, is to help my client put together a hiring profile of the ideal candidate.
Step 2- The Phone Screen
In Part 1 I reviewed how I attract and select candidates to move onto the next step, the phone screen.
Now it’s time to meet the candidate.
Step 3- The Formal Behavioral-Based Interview
The candidate has made it through the resume review and the phone screen, now it's time to meet them in person or virtually and learn more.
Step 4- Assess and Educate Them
After doing the Behavioral-based interview, you should have a good idea what makes your candidate tick. Now is when I like to run them through some sort of assessment to see if they have the same competencies as other successful sales reps. who are doing the job today.
Step 5- The Formal Offer
You’ve spent the last couple of weeks narrowing the field from 100+ resumes to one final candidate. Now, it’s time to close the deal. You’ve come this far so we don’t want you fumbling the ball on the 2-yard line. Here are the steps I take to ensure I seal the deal.