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Looking for unorthodox hiring questions for sales managers? This guest post from Jeff Blaylock has 10 worth checking out.
One of the most critical stages in choosing sales management candidates is the first interview.
During this one talk, you have to examine the interviewee and decide whether the person is suitable for the job. How can you ensure that you are interviewing the right person for your company?
The answer: ask effective sales interview questions that will induce your interlocutor to show essential skills, integrity and expertise. Here are 10 questions to ask in a sales manager interview that will help distinguish a passionate expert from a mediocre candidate.
1. "How do you imagine your typical day at work?"
To achieve great results, a sales manager has to know a lot. This person has to possess knowledge of the target market, build the selling strategy and understand the peculiarities of doing business in the company.
However, it is important to understand that no knowledge will lead to success if the employee does not want to work hard. Look for candidates who enjoy long hours, unpredictability, solving problems, dealing with people, 'keeping score,' and overseeing a team. If you do not receive such an answer, explain to the candidate what exactly you expect from him or her.
2. "If I called some of your former colleagues, what would they tell me about you?"
This question allows you to look at the candidate from a different point of view, different from the managerial one. Check whether the candidate made friends and established important connections in a previous position. The answer can show you how the candidate sees himself or herself in a small community - your company.
3. "If you were in my shoes, what would you most worried about?"
With this question, you ask the candidate to play devil's advocate. You should be very concerned about the interviewee who says, "there is nothing to worry about."
The best answers will address a potential problem, and then offer a solution. "I may be young and less experienced than other candidates, but I'm passionate and enthusiastic. And my previous experience confirms that the investment in me pays off. " This question is another way to evaluate sales skills.
4. "Name your strongest personal qualities."
Here you are delving into the personality of the interviewee. Don’t forget that you will hear only an opinion in response to this question, - the opinion of the sales manager. Your task is to listen carefully to the thoughts of interviewee, and then compare it with everything else that the candidate says and does during the interview.
5. "What weaknesses do you have?"
Every one of us has weaknesses. This question can help: 1) identify these weaknesses at an early stage and decide how can they affect work; 2) start the process of eliminating weaknesses; 3) disqualify candidates with key weaknesses.
Certain weaknesses such as impatience with people, poor teamwork skills, and lack of prior sales or sales management experience, should disqualify most sales manager hiring candidates.
6. "What makes you leave the house and work hard every day?"
Money is a given. The rest is up to you to tease out of the sales management candidate. Does he or she love leading a team? Does this person aspire to be a Vice-President of Sales? Do not guess what is right for this particular person - ask!
7. "What is the most important reason for your current desire to change?"
Currently-employed sales managers are implicitly expressing a desire to change by looking into your position. The reasons that push a person to seek change are crucial to understand when a candidate is considering leaving his or her current role to come work for you.
It's imperative for you as the hiring manager to understand what those driving factors are. Some candidates can rattle off a list of their most important reasons. I recommend focusing the conversation on the most crucial 2-3 reasons. Assess whether your company can offer the candidate the changes he or she aspires to see in their next position.
8. "What do you think my next question should be?"
This question is a little tricky, but it offers the opportunity to evaluate the listening skills, situational awareness, and shrewdness of the candidate. You need sales managers who can think on their feet. The response time and quality of the answer your candidate gives you should provide some insight as to their aptitude for the position.
9. "What are your strengths in the position of sales manager?"
This type of good sales interview questions gives you an opportunity to examine how much the candidate knows about sales management, in general. It also affords you a look into their sales management philosophy. What do they value? What do they see as the pivotal qualities of a great sales manager.
There are some characteristics that are especially important for success in sales management - such as listening skills, organization, self-discipline, persuasiveness, and perseverance.
10. "What additional questions should I ask you?"
Allow your candidate ask you a few questions. This reflects well on you, the hiring manager, lets you begin bilateral communication with the candidate, and offers them the opportunity to ask you intrepid questions - which can say a lot about their aptitude as a sales leader.
Apply those questions in your sales management interviews and use them as an effective instrument in hiring the best possible professionals for your sales organization.
About the Author
Jeff Blaylock is successful writer and blogger. He loves researching a global market and developing his professional skills. Jeff is passionate about work, has a profound interest in all-things sales, and loves the saying “A river cuts through a rock not because of its power, but because of its persistence."
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