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Strategic Interviewing: 5 Tips for Hiring Sales Reps

February 3, 2022
Strategic Interviewing: 5 Tips for Hiring Sales Reps

Looking for tips for hiring and interviewing sales reps? We're here to help!

Here at Criteria for Success, we help clients across many industries with everything regarding sales. That includes hiring and recruiting the right sales reps for their teams.

This blog post is a compilation of what we have learned in 5 digestible tips.

5 Tips for Hiring Sales Reps

1. Use your poker face

Let’s not be dramatic–you don’t need to be emotionless when interviewing sales reps. You do, however, need to be aware that they know how to mold their behavior to communicate with lots of varied personalities.

The best sales reps will mirror your behavior and communication style to relate to you. To them, you are a cold prospect that needs to be convinced to buy something. In this case, closing the deal is getting another interview or an offer.

Need more ideas for how best to interview sales candidates? Check out our training video on Insightful Interviewing: The Chemistry Test to ensure your interviewees are a good fit for your team.

2. Go beyond objections

What does this mean? Sales reps are used to facing objections. In fact, they do it every day at work. Sales reps are constantly thinking on their feet when they are in sales meetings. They have to be prepared to answer questions that they may not know the right answer to. Sales reps are masters of giving the best answers possible.

As an interviewer, you need to ask them questions that they can’t work around. Ask them critical thinking questions that are situation-based. This will show you what type of sales person they really are. Otherwise, you’re hearing exactly what you want to hear – they will make sure of that.

The Ultimate Hiring Guide for Sales Managers
Hire the Best Salespeople: How to Prepare, Screen, Interview, Offer Employment, and Reject Candidates
Download Now

3. Use deliverables

Deliverables are an interviewer’s best friend. We recommend different deliverables for different positions.

For example, a sales operations position would require a different deliverable than a sales manager or a field sales rep. Deliverables can be anything from creating a sales forecast to writing a blog post. It’s completely up to you!

4. Interview scorecards

Interview scorecards are the best way to have unbiased interview. They also help keep a clear tally of candidates if you have more than one person interviewing candidates before you get to the offer.

Stay organized with this tip! It can be hard to keep track of interviewees, especially when teams meet with people numerous times and have multiple rounds of interviews.

If you want to learn more about interview scorecards, check out this eBook on The Ultimate Hiring Guide for Sales Managers.

Insightful Interviewing: The Chemistry Test
From the CFS Video Library
Watch Now

5. Take as long as you need

The interview process can be as long or short as you believe it should be. The number of interviews you have depends on the criteria you need to cover within the process.

At CFS, we recommend at least three interviews to make sure you’re covering all the bases. This includes a phone screening and two in-person interviews.

While there are many tips for hiring sales reps, these should help you hit the ground running when you start interviewing sales reps.

Have any other tips for hiring sales reps? Let us know in the comments!

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