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| *Ostroff, Fair and Company>>>Marketing & Sales |
What's the most effective way to interview a person for sales executive position? |
My occupation is a recruiter for a local bank, usually I will conduct the 1st stage interview session with the selected candidates for sales executive to sales & marketing manager. Is there any "rules-of-thumb" or a set of questions to conduct the interview so that I could thoroughly screen through the candidates before proceed to 2nd stage ? Interviewing a prospective sales person is easy. Sales is all numbers. Hone in on that. What did they do, what their percentage of success was - things of this nature. Say: They have increased their sales by 10% over a $1million annual budget, which brought the company from its 76th ranking in their peer group to the present 70; They were supervising a group of 8 sales people in an organization of 70. Sales department brought in a revenue to the tune of 30% of the company's revenue.....etc.. etc... It has to be performance oriented and try and find out what their contribution to the company's bottom line was and ..... within what time frame.....and... in which territory - was it all of USA (or UK, or someother country) and if yes what their role was. One thing my company does is ask candidates to name their top 5 characteristics that makes them an excellent choice. Then to describe how one or two of these have helped then in sales in the past. From their answers you can really see who understands sales. Check this out to find questions that may help you determine your canidates: http://www.interviewdoc.com/documents/an... Then, if you want a sales person, tell them you will call them by Moday of next week, then don't call. An effective sales person will call you back. |
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