Browse Tag

interview questions

How Committed is Your Sales Engineer to Being Successful

Hire the Best - Use for Web applications, emails, etcWhenever I conduct my Hire the Best Workshop, I always ask participants what a person needs in order to be successful in sales.  Typically, I will hear that they need to be:  a good listener, rejection-proof, a team player, organized, an effective communicator, have perseverance, be goal-orientated, have industry knowledge, be money-motivated, be self-motivated, etc. read more

Five Strategies for Accurately Evaluating Your Sales Candidates

Hire the Best - Use for Web applications, emails, etcI have interviewed salespeople for over 35 years, and during that time I’ve developed some insights on effective interviewing methods.  Here are five of my strategies that will enable you to better evaluate the salespeople you are interviewing:

1. Take time to evaluate salespeople using different methods.

Here is our preferred process at Performance Group: read more

Getting Better at Interviewing Salespeople

Hire the Best - Use for Web applications, emails, etcIf you are like most managers, you were promoted to your position because you were proficient at you job.  Top salesmen get promoted to sales managers, top engineers get promoted to chief engineers, top accountants become partners in their firms, etc.

To stay proficient at your role as a manager, you have to make the shift from getting things done yourself to getting things done through other people.   There are a lot of competencies you must master in order to be successful at this and at the same time, it can be narrowed down to just three.  They are your ability to lead, to delegate and to choose your team. read more

The One Performance Question Every Hiring Manager Should Ask

Hire the Best - Use for Web applications, emails, etcMost of my day is spent working with clients and part is spent with candidates they may want to employ.  The one piece of advice I give to every candidate that is going to interview with the hiring manager is to ask this question:

“If we were meeting here one year from today and you were to say that I did a good job this past year, what would have had to happen in order for you to say that?  Now not an exceptional job but also not a poor job but rather a good job?” read more

Would You Hire Tim Tebow?

Hire the Best - Use for Web applications, emails, etcTim Tebow was the Florida Gators’ starting quarterback who, in 2007, became the first college sophomore to win the Heisman Trophy.  In 2008, Tebow led Florida to a 13–1 record and its second national championship in three years, and was named the offensive MVP of the national championship game.  The Gators again went 13–1 in 2009, his senior year.  At the conclusion of his college career, he held the Southeastern Conference’s all-time records in both career passing efficiency and total rushing touchdowns, appearing second and tenth (respectively) in the NCAA record book in these categories. read more

The One Question You Never Ask In An Interview But Should

Hire the Best - Use for Web applications, emails, etcWhat do you value? Most of us are never asked this question when it is one of the most important questions to ask ourselves and our candidates.

So answer the question; what do you value?

If you are like most people, you’ll start with honesty, integrity, relationships, and other easy layups.

Look around your office and think of your home surroundings. Look at what you wrote checks or swiped your credit card for in the last year. When you do that, you’ll start to see what you truly value.
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How Competitive Do Your Salespeople Need to Be?

Playing football in high school, I was elected to All-Conference First-String Offensive Tackle and All-State Second-String Offensive Tackle.  The offers rolled in and school visits were scheduled with NCAA Division I schools.  Being from Illinois and because it was close to home, the first stop was Northern Illinois University in DeKalb, which was a Division I program back then. read more

The 6 Mistakes to Avoid When Interviewing Salespeople

Hire the Best - Use for Web applications, emails, etc“Not another interview,” I say to myself.

I’ve conducted ten interviews in two weeks and they were all duds.  Worst of all was being caught in interviews where I knew within the first ten minutes that the salesperson was not going to be a fit and wasting the next twenty-minutes being polite. read more

CLAM up – Why People Switch Jobs

Hire the Best - Use for Web applications, emails, etcI got a call from my friend the other day, “Hey Jim, I’m headed to a job interview and I was wondering if you could give me some good questions to ask?”  “Since you are driving to this interview right now, let me give you some easy ones to remember,” I stated.  Then, I gave him the one question that everyone should ask a potential employer, we talked about the opportunity, and off to the interview he went. read more