Interviewing, Selecting & Hiring Sales Professionals

The purpose for reading this book is to understand how to establish a systematic, structured process for recruiting, interviewing, and selecting sales professionals most likely to blend with your organization’s culture and have the greatest chance to succeed in their positions.
What you'll learn about interviewing and selecting candidates includes how to:
• Differentiate between Resume based and Criteria based interviewing
• Compare the key characteristics of top sales producers with those of top sales managers
• Discover the true cost of turnover
• Define and summarize job descriptions
• Determine if candidates are likely to fit within the established corporate culture
• Develop “knock-out” questions to streamline the interview process
• Design the criteria “T” form
• Understand the basis for questions you cannot ask
• Formulate an interview question pool
• Construct a candidate folder
• Locate qualified candidates
• Conduct successful employment interviews
• Make the selection based on objective criteria