20 Questions to “see” during a Sales Interview

20 Questions to “see” during a Sales Interview

Be Sociable, Share! TweetHiring an account executive is tough.  Really tough.  Can they prospect?  Can they build a relationship? Can they close? Interviewing an account exec allows them to do to YOU what they do best – sell.  It’s very easy to fall into the trap of liking the guy in front of you.  They’re trained to make you like them. Their whole career revolves around getting people to like them.  Especially during an interview.  So how do you tell whether the person in front of you is going to actually be good for your company? It’s really important to turn normally qualitative facts into quantitative analysis.  What does that mean?  Instead of going by “feelings” you have during interviews, look at various approaches and characteristics that are important and have a checklist or scoring list of whether the candidate accomplished what you want. In another blog, we’ll get into some questions you have to ask.  But first, examine the process the candidate took to get in front of you.  How aggressive were they?  What did their resume look like?  How was their cover letter written? Did they reach out to your company in multiple ways and at multiple levels?  Answering some of these questions will tell you a bit about how the candidate opens doors. While you ask your questions, look at their behavior and presentation.  Are they dressed the way your company dresses?  Do they mirror your body language?  Do they answer with concrete examples or vagueries?  Do they think about questions before answering, or jump right into it?  Do they have a lot of comfort words like...
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