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Beware of the Sales Gabber

Some salespeople simply don’t know when to shut up! Recently I had set aside an hour to do an interview with a sales candidate. Now I do a pretty thorough interview and I came prepared with a list of 30 or so questions I like to get answered. I usually start off with a brief […]

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Getting Piles From Sorting Resumes

The piles I’m referring to is not the type that cause anal discomfort, it’s the "Yes," "No," and "Maybe" piles that result from sorting through tons of resumes before we engage in the interview process. When you think of it, we make our go/no-go interview decisions based on the quality of the writing in a […]

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Hiring a Salesperson? Hire for Attitude.

Seasoning is great “on” food and “in” people! One of the things employers often look for in a sales candidate is past sales experience and “seasoning.” However, sometimes when you hire one of these seasoned pros, they come complete with complacency. In sales, like in many things, attitude counts. I don’t ever discount a salesperson’s […]

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Set an Interview Time Limit

I’ve blogged in the past about sales candidates who have a propensity to be verbose and why you may want to avoid them (huge time wasters). Whenever I’m tasked to do an interview with someone who our Sales Temperament Assessment has flagged as being over-social, I use the following technique to see if the person […]

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The Last Sales Interview Question

You’re hiring salespeople, right? So, at a minimum, the sales candidate should know how to sell himself. That’s why, when you’ve completed all the rest of the interview and testing process, you should ask what I call the last question, “Why should we hire you?” This gives the salesperson one last opportunity to sell himself […]

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