What are the highest earnings they have achieved in the past?- They should be at least 80% of what they will earn if they hit your sales target
Can they control their emotions under pressure?
- If not they will miss cues the prospects give as they think about what to say next
Do they have a Need for Approval?
- This need impairs prospecting, qualifying, and closing
How motivated are they?
- What are their personal goals?
- Are their goals written down?
- Do they have enough desire and commitment to reach them?
What selling skills do they possess?- Have they mastered prospecting, qualifying, closing, etc.?
What self-limiting beliefs do they have?- Are they uncomfortable talking about money?
- Do they believe they have to send out literature to get an appointment?
- Do they think they must call on purchasing agents first?
- Do they believe prospects tell them the truth?
- What problems are they likely to have in the field?
- Wasting time with unqualified prospects
- Providing too many quotes
- Talking too much
- Failing to uncover a prospect's budget
- Failing to hold margins
Are they compatible with your organization?- In who they call on
- In how much supervision they need
- In how much support they will get
- In handling the price point of your product or service
Is their skill set right for your position?
- Are they a hunter/closer?
- Are they an account manager?
- Can they prospect?
Are they trainable?
- How much incentive do they have to succeed?
- Do they have a positive outlook?
Learn the Answers to these Questions BEFORE you Hire and Invest in a Candidate!
Contact us to help you establish a sales recruiting process that selects stars.