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Hiring sales people - here are the questions you should ask

So you are thinking about hiring a salesperson - good for you. But it's important that you get hold of the right person, so that he/she really can help your business expand the way you would expect. Here you'll get some help with a few good questions to ask when you are recruiting sales people to your business.

7 questions to ask when you are going to recruit new sellers

1. Before you came here - what have you learned about this industry and this company?
Sellers must be self-motivated and a good seller has done his/her homework before he/she shows up on your doorstep – just as you would do before visiting a client. You should expect a good answer to your question, otherwise he/she isn’t as resourceful as you want.

2. What experiences do you have of our industry? If you have no experience, what do you intend to do to learn more?
The question is related to question 1. You want to know what a person with little experience is planning in terms of learning to understand the things that are new.

3. What do you know about what we sell? If you don't know anything - what made you want this job?
You want to know what the candidate thinks and how likely it is that he/she may develop an interest and commitment that is visible to your customers.

4. What did you like and what did you dislike with your previous job?
You are asking the question to find out about whether the environment you offer can be an opportunity or a problem for the candidate in the future.

5. What salary do you expect to get now and what do you imagine that it will be in a year?
It's difficult to talk salary, but it can also be difficult to talk about money with customers. Can your candidate handle such a challenge? Can he/she prove his/her value?

6. If you call or visit a customer and it won't result in a deal - what do you do?
It's not a disaster if you can’t close a deal every time, but not to learn something from every conversation is really a disaster for a seller. That's exactly what you want to hear from your candidate. You want to know that he/she will use everything that happens to him/her, in every sales situation, and learn something from the experience.

7. What do you think we should do to sell more?
Here's your chance for a more open discussion where you can fill in the details, see how the candidate reacts and what suggestions you get that you might not even have thought of yourself.

Well, there you go … Get going!

About the author

Stefan Ekberg has worked in marketing for small business for 20 years and has written around 30 books on how small business owners can market themselves with limited resources. . In 2012 Stefan was nominated as Entrepreneur of the Year in Stockholm.

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"The 5 minute marketer" - the book
You run a small business and you want to get ahead of the competition, but how can you give resources to marketing when you're short on time and the budget is tight? The solution is here! The 5-Minute Marketer is packed with 395 tried-and-tested ways to market your business in 5 minutes or less.