The Definitive guide by Ri Ferrier

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Slide Notes

The Definitive guide

Published on Nov 16, 2017

To interviewing sales people by ETS Technical, specialist recruiters of Engineering, IT, Scientific and Technical Sales staff.

PRESENTATION OUTLINE

The Definitive guide

to interviewing sales people

Photo by Jeremy Beadle

Finding out if someone can sell or not or is likely to be a high performer or otherwise is often extremely difficult for any interviewer.

6 Golden rules

to ensure success

Photo by Justin in SD

#1 Do not rely on psychometric tests!

Photo by ores2k

Under almost no circumstances will it tell you if someone can sell or not.

#2 It is what they DO that matters.

Photo by Monika Schiefer

Always focus on facts and the behavior of the sales person.

#3 Get granular on facts.

Understand exactly how people made their sales (it could just have been luck).

#4 Dig deeper.

It is crucial that you understand exactly how the sales person sells and the context in which they are selling.

#5 Always take your references up.

Stick to the facts and verify these facts wherever possible - don’t make any exceptions at all.

#6 Note the energy and excitement levels.

Let the sales candidate put the energy into the room: it's how they'll be with your clients.

Find (and keep) the best

technical sales staff

Photo by Justin in SD

Tel: 08700 702246
ets-technical.co.uk

Ri Ferrier

Haiku Deck Pro User

http://t.co/Rij3sHl0