Unless you have a greater than 50% success rate at hiring salespeople, don’t rely on just one interview or one interviewer when making this critical hiring decision.
I’ve already mentioned the fact that job candidates, particularly sales candidates, have no problem presenting the picture you want to see. Having more than one interview and more than one interviewer can minimize this problem.
When using multiple interviewers, one person should ask the questions while the other person observes. After the interview, you can compare notes. Any areas that differ in impression should be re-explored during the next interview for consistency.
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Brian Jeffrey is the creator of the Sales Temperament Assessment. For over 20 years, companies have used this tool to assess thousands of salespeople and make even better hiring decisions. Brian has spent over four decades in sales as a salesperson, sales manager, consultant, sales trainer, professional speaker, and writer. Brian is the author of over 100 articles on sales and sales management. |
