Getting the right salespeople onboard isn't just a recruiting checkpoint; it's the bedrock of your company's growth.
Unlike other roles, a CV alone won't give you the complete picture of a salesperson's capabilities.
That's why specialised interview techniques for assessing sales skills are so critical.
Today, we delve into these techniques, ensuring you make hires that contribute to your bottom line from day one.
Why Traditional Interviews Might Not Be Enough
While going through a candidate's CV and asking generic interview questions may give you a sense of their background, it doesn’t necessarily translate to sales aptitude. A comprehensive sales interview should test for both skills and culture fit, avoiding any potential problems with your sales interview process.
Pre-interview Assessments
Sales Aptitude Tests
Before the interview, consider administering a sales aptitude test. This can provide an objective baseline measure of a candidate's suitability for the role. We've got some effective strategies for candidate screening in sales to get you started.
Role-Playing Exercises
Role-playing is another effective pre-interview assessment. It offers a firsthand glimpse into a candidate’s sales skills, showing how they would handle real-life scenarios. To understand how to conduct such exercises, check out our ultimate guide on sales role-plays and simulations.
Structured Behavioural Interviews
STAR Method
Structured interviews, especially ones using the STAR method (Situation, Task, Action, Result), are particularly effective. This format allows the candidate to narrate real-life examples where they've applied their sales skills. To master this technique, read our insights on the power of behavioural interviews in sales recruitment.
Crafting Questions that Focus on Sales Metrics
It's vital to ask questions that tap into sales metrics. For example, "Tell me about a time you surpassed your sales quota and the strategies you implemented to get there." This approach aligns well with best practices for crafting compelling sales job adverts, where specificity also reigns supreme.
Situational and Case-based Interviews
Present hypothetical sales scenarios to evaluate how a candidate thinks on their feet. This reveals their problem-solving and strategic thinking skills, contributing to a more rounded view of their sales abilities. To dig deeper, here's how you can unleash the power of situational and behavioural questions when interviewing sales candidates.
Skill-specific Questions
Listening and Communication Skills
Asking open-ended questions like, "Describe a situation where effective listening helped you close a tough sale," can be enlightening. These qualities are often highlighted when we talk about key traits to look for when hiring sales professionals.
Persuasion Skills
The art of persuasion is critical in sales. A great way to assess this is by asking, "Tell us about a time you convinced a reluctant customer to make a purchase."
Soft Skills vs Hard Skills
Balancing between soft skills like communication and hard sales skills such as pipeline management is essential. Get this right, and you’re on your way to building a diverse sales team.
Group Interview Techniques
Group interviews can offer a well-rounded view of a candidate. They allow for the assessment of teamwork and interpersonal skills within a group setting. To master this kind of interview, consider our article on the 6 sales interview types every employer needs to know.
Post-interview Assessments
Reference Checks
After the interview, always conduct reference checks. They offer additional insights into a candidate’s capabilities, just as we explain in the art of conducting reference checks for sales candidates.
Trial Period or Project
For a final assessment, consider offering a short-term project. This allows you to gauge a candidate’s skills in action, ensuring a smooth sales hiring process.
Conclusion
Interview techniques for assessing sales skills need to go beyond what's on the CV. A multi-faceted approach ensures that you hire not just a salesperson, but a sales champion.
Ready to improve your sales recruitment process but not sure where to start? Trust Coburg Banks, the experts in sales recruitment. Contact us today to build your dream sales team.
