"There is no short cut to achievement. Life requires thorough preparation - veneer isn't worth anything."
-George Washington Carver
Though the brilliant George Washington Carver wasn't talking about the need for thoroughness when it comes to interviewing top sales professionals, at Grapevine Targeted Recruiting, we couldn't agree more with the American legend's words. There is no shortcut to achievement. Period. If your business is actively seeking to recruit top sales professionals, we advocate a comprehensive interview process. However, that's not to say that it should be a long... drawn... out... interview... process.
Yes, it is possible to be thorough (read: effective) when it comes to selecting the best sales professionals for your company, while still remaining efficient (read: swift) in your interviewing tactics. Here's a look at some of the best sales professional interviewing practices (and one thing you should never do) to ensure that your interviews with targeted sales stars are both comprehensive and swift.
The DO's of Effective and Efficient Sales Interviewing:
*DO conduct thorough, behavioral-based interviews.
*DO verify track records of success (both via phone and in person).
*DO conduct multi-level interviews (with sales manager, owners, HR directors and peers to ensure a good fit with company culture).
*DO have candidates participate in job shadowing/ride-alongs.
*DO conduct reference checks and background checks.
*DO present a formal and detailed offer.
The DON'TS of Effective and Efficient Sales Interviewing:
*DON'T let the interview process drag on for weeks on end.
At Grapevine Targeted Sales Recruiting, we strongly encourage all sales managers or hiring managers to utilize comprehensive interviewing strategies. Yet it's also vital to be mindful that top sales professionals (particularly passive candidates who are currently employed elsewhere) will expect to be 'courted' to a degree. An interviewing process that drags on for months will probably result in fading interest in your company. In addition, it is important to remember that highly skilled sales professionals are likely being sought after by more than one company. If you're not efficient in your interviewing and offer, the door is left open for another company (quite possibly your competitor) to move quickly to attract the candidate.
Grapevine Targeted Sales Recruiting is highly respected for our experience and track record of identifying and bringing top sales professionals to small, medium and large companies nationwide, across a broad spectrum of industries. If your business is in need of a top sales rep, or an experienced sales manager who knows how to take your business to the next level, contact us today to get started.
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.brixrecruiting.com, call 952.856.2371 or email info@brixrecruiting.com.
