A lot of hiring managers shy away from doing a sales simulation because they think it’s a bit contrived and somewhat corny, while others fall back on the old "sell me this pen" technique, which is better than nothing.
In an earlier post titled How to Find Out If They Can Sell, I gave an example of a useable sales simulation that is quite simple, easy to administer, and works well.
What I neglected to include in that post is how I evaluate the candidate. Rather than just relying on my stomach to gauge the success, or lack thereof, of the exercise, I have a checklist of those things I want to see during the "sale."
Those of you who are already clients can download the simulation from the Resource section of your account. If you’re not a client, why not become one (there’s no cost) and you too can download a copy of the Hiring Interview Toolkit that includes not just one, but two, sales simulations and the checklist. A $97 value that’s free for signing up.
Brian has over 40 years experience in sales, sales management, sales training, and business consulting. He is the co-founder and past president of SalesForce Training & Consulting Inc, as well as Salesforce Assessments Ltd. Having sold both those companies, Brian's focus is now on sharing his sales and sales management experience with companies and individuals who want help managing their sales. 
