By Bridget McCrea
Mark Faust outlines the most important areas and specific questions that all distributors should ask sales reps before bringing them onboard:
Start with these questions:
- In the next 10 minutes tell me about every job you’ve ever had with increasing detail as we get to the present.
- Most liked job? Least? Why?
- Work responsibilities normally expected of you in sales positions but yet you found the least satisfying?
- What do you want to avoid in your next job?
- When considering different opportunities what things are you looking for?
- Would you explain how you came to leave your last few jobs?
- What compliments have you received for your good work?
- What criticisms have you received? How’d you feel? Were they fair?
- What type of training or coaching would you most benefit from?
- What kind of supervision brings out the best in you?
- How would you rate your previous bosses? Best? Worst?
- Describe two of your biggest accomplishments and two of your biggest disappointments of your career:
- Describe your ideal job:
Next, use these questions to discern how the person will tackle his or her prospective role:
- What would your sales targets be?
- What would your measures of weekly and monthly success that would lead to the annual production targets above be?
- What do you feel are your greatest strengths? Why?
- When have you been the most bored with? Why?
Finally, learn more about the individual’s personal side and support system by asking:
- What does your spouse think are your strengths and weaknesses?
- How does your spouse feel about the work you have been involved in?
- Have you had a chance to discuss this position with your spouse and what do they think about this opportunity?
- In what group activities are you involved? Leadership roles?
- When you took your present job, what were your goals, how have they changed?
- What type of position would you like to hold several years down the road? What are you aiming for eventually? How do you plan to get there?
- What level of income do you hope to be earning in two years? Five years?
- What do you most need to get out of this job in regards to: pay? Other?
- How flexible are you to work extra if needed?
- Are there any hours you wouldn’t be available?
- What are you own critical success factors?
Editor’s note: Read the first part of this article, 5 Tips for Hiring Executives and Salespeople.
McCrea is a Florida-based writer who covers business, industrial, and educational topics for a variety of magazines and journals. You can reach her at firstname.lastname@example.org or visit her website at www.expertghostwriter.net.Tagged with tED