Interviewing: Part Two

posted: Friday, March 5, 2010

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You have now completed the first interviews and maybe you have two or three applicants that you want to bring in for the second interview. So what is a second interview designed to give you and what kinds of things are you looking for? Let's see if we can answer those questions for you and set you on the road to hiring the next great salesperson.

The second interview is designed to give you the answers you need in order to make your final decisions. The questions should be phrased in a way to gain information about the applicant’s willingness to follow your rules and regulations, has the internal drive to be a successful salesperson, is honest, believes in integrity, has personal goals, and is trainable and coachable. Below are a few questions that should be asked during a second interview.
  • What is more important to you--success or money?
  • What are you goals for the next year?
  • What are your goals for the next ten years?
  • What do you feel it takes to be successful in sales?
  • What do you feel would be appropriate action if you were not reaching your sales goals within three months?
  • What formal sales training have you had in the past?
  • How often do you make mistakes?
  • What do you do when you make a mistake?
  • What would you like to tell me about yourself that may help me make my decision?
As always, remember to give the applicant's time at the end of the interview to ask any questions that they may have about you, the company, or the job for which they are applying. This is where you go into more specifics about what would be required of them including; training, coaching, accountability and your sales and customer service standards. The second interview is where you talk about the salary or pay plan that you will be offering.

That covers the actual interviewing process, but now it is time for you to make a decision. Before you do that, there are some other things to consider. We will take a look at what those are next time. For now, happy hiring!

FINAO - Brad Huisken

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