6 Red Flags that Hiring Managers Can’t Afford to Ignore While Interviewing Sales Reps and Sales Managers
March 8, 2016
The interview process provides a one-of-a-kind window into a potential sales rep’s capabilities and personality. To a hiring manager, the interview process can also serve as an opportunity to detect any inconsistencies or mismatches in a potential sales candidate. After all, even when working with a top sales recruiting company, at the end of the day, the decision to hire a sales manager or top sales professional will be up to the hiring manager.
When it comes time to sit down for an interview with a potential employee, hiring managers can’t afford to ignore any of the following six red flags.
- A Lack of Timeliness
Life is unpredictable, and sometimes matters of promptness are out of an individual’s control. But, when it comes to tardiness before an interview, it can make all the difference in the world if the candidate who is running late calls ahead to warn of his or her time delay. A candidate that truly thinks ahead would factor in a cushion of time for getting lost, unexpected traffic, and the like, but at the very least a call ahead shows consideration, and respect for your time. Furthermore, if they are late to meet with you, who is to say they won’t be late to meet with potential customers?
- Arriving Unprepared
A talented sales candidate should know as much as possible about your company, both from working with a reputable sales recruiting company, and through additional research they have conducted about your company. Since a frequent interview question posed to candidates is, “How much do you know about our company?” A candidate may not know everything there is to know—that’s partly what interviews are for, after all—but showing initiative, and a genuine interest in what you and your company stand for, by conducting their own thorough research is a sign of a candidate’s ability to be proactive. When it comes to sales positions, candidates who are not proactive are not likely to be successful.
- The Candidate Has No Questions About the Sales Position
A good hiring manager tries to offer a comprehensive take on what his or her company does, but that doesn’t mean a sales representative or sales manager candidate shouldn’t have their own questions to ask. Top sales reps and managers will almost assuredly have questions they expect you, as the hiring manager to answer. When a candidate poses thoughtful questions during the interview process, it not only indicates their serious interest in the position, and the work your company does, it is also indicative that they have an inquisitive and industrious mind.
- Poor Self Presentation and Communication
For many job candidates, interviews can seem like a daunting process, so it’s normal to be nervous. However, this shouldn’t be the case for a potential sales rep or sales manager. After all, if they can’t sell themselves, how can they sell your products or services? A talented sales professional will be dressed sharply, prepared, and enthused about the work your company does. Thus they should have confidence shining through. Sales reps and sales managers should also be able to communicate clearly, calmly, and with confidence in their capabilities, and their ability to succeed in the sales position they are pursuing.
- The Candidate Provides No Concrete Details
Take heed to look for concrete examples that clearly and concisely serve as proof of a sales candidate’s experience and successes. If a sales rep led a campaign at his/her previous employment, what were the specific figures? How many people did the sales manager oversee? How much revenue was generated? How many accounts has he/she brought in? A track record of success should be rooted in specific details, not nebulous figures.
- The Candidate Failed to Close
Everyone knows that first impressions are important, but the final impression that a sales candidate leaves can be just as telling. This is especially true when it comes to sales reps, as being a successful closer is vital to generating sales for your company. Does the candidate ask for the business cards of all those present for the interview? Does he/she address any concerns or remaining questions that a hiring manager might have? Does the candidate finish with a strong handshake and assurance to follow-up? If a potential sales rep or sales manager can’t close you, they’re not going to close sales for your company either.
Even if a candidate has come highly recommended and vetted by an experienced, reputable sales recruiting company, the hiring manager will ultimately be responsible for deciding on whether or not a potential sales rep or sales manager will help to meet the goals of the company. Keeping an eye out for the above red flags can make a hiring manager’s job far easier, as the strongest sales candidate for the position will stand apart from the pack.
Andy Wright is the owner and an active recruiter at Grapevine – Targeted Sales Recruiting. Andy began his recruiting career in 2003, and has a proven track record of helping companies both large and small increase sales team retention and productivity through recruiting top talent. Prior to launching Grapevine in December of 2011, Andy held key leadership positions for two Twin Cities-based search firms, training and managing teams of recruiters while developing new business and managing national account relationships. Visit www.grapevinerecruiting.com, call 952.856.2371 or firstname.lastname@example.org.