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Top 3 Interview Questions for Hiring Salespeople

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In tough economic times, the pipeline for a sales job is often glutted with hundreds of applicants. With numerous seemingly qualified applicants to choose from, the interviewing and selection process can become long and drawn-out--and a waste of your valuable time.

Hiring on gut instinct may feel right, but it can lead to big mistakes. A skillful interviewer will instead ask questions that reveal how serious a candidate is about the job and how likely he or she is to succeed in the position.

Here are three knockout questions that can form the centerpiece of an effective interview. When asked together, they should give you a deep profile of the interviewee. If a candidate can’t answer these questions satisfactorily, quickly move on to the next applicant.

1. “What do you know about this company and our industry?”
The applicant's answer to this question should show solid research into your company and the industry. If he or she knows little about what your organization does, you likely have someone who’s just job shopping. That’s not what you’re looking for--you want people who are passionate about building a career with your company and in your industry. These are the people who tend to be successful long-term employees. Candidates in this group will have done research on the company and industry and will be able to enthusiastically articulate why they want to join your team.

2. “What do you want to accomplish at this company?”
When you ask this question, listen for ambitious but realistic answers. I once interviewed an applicant who in all seriousness told me he expected to be the company’s president in three years. Given this person’s background, there was absolutely no way that was happening--he wasn’t in touch with reality, and he wasn’t hired. But you should also be wary of those who have low expectations of themselves--these probably aren’t the high performers you’re looking for.

3. “What have you done to prepare for the job?”
The applicant’s answer to this question should show you that he or she is committed to securing the job. I once interviewed someone for a sales position at a medical device company, and when I asked what she had done to prepare for this job, her answer was: “I’ve studied your catalougue and website, and my best friend is one of your sales reps--I’ve traveled with her while she made customer calls for the last two weeks. I really want this job and am ready to start today.” Actions like this show commitment, and people who are dedicated have a much higher degree of success.

The Non-negotiable Traits of a True Entrepreneur

Read this article and thought it would be great to share. I believe these to be true no matter what endeavor you are undertaking this year! Enjoy.

 

 

Successful founders are as different from each other as they are from everyone else. Except they all, without fail, share these four indispensable traits.

 

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You say you want to start a company, but do you really think you have what it takes? You may be a detail-oriented geek or a visionary, a hyper-active multi-tasker or an obsessive, and have an equal chance of success. But there are certain character quirks that entrepreneurship simply demands. After building startups myself and investing in many others over the past 20 years, I hold these four traits to be non-negotiable.

1. You must be up for an adventure.
Starting a company or investing or joining a startup is like embarking on a four-week backpacking journey with enough food for one week. You don’t know where you or your company will be a year out; you don’t know how many people will be with you. You have to be comfortable with uncertainty. You should a clear vision on the end point, but the journey is very unknown.

Look back at the times in your career when the future has been uncertain. Were those the times that you thrived? Were you the irrationally positive person in the room? Were you the one firing up the team when everying seemed bleak? If you were not, let me say this: You at least have to be smart (and honest!) about your shortcomings, then hire someone who can do that for you.

As an investor, I prefer to see an entrepreneur who can do a little bit of everything without stressing when things fall outside his or her comfort zone. But I also recognize that a crack team of founders can be just as effective (if not more effective) than a one-man show.

2. You have to be patient.
Success will not happen overnight. This may be hard to believe if you’re constantly reading tech blogs, in which it seems to be gospel that billion-dollar valuations come to everyone who shows up. But the fact is, the companies that have endured took years to build. Starbucks opened in 1971, and eight years later they still had only operated a handful of stores. Spotify has been around since 2008. Amazon took 9 years to turn a profit.

You need to understand that the problems truly worth solving, the big industry problems, will not be wrapped up neatly in a year or two. It may take decades, and you will almost definitely have to make many adjustments to your initial vision. You’ll have to persevere through unfavorable conditions. But if you don't easily discourage, you will always have a better chance of succeeding.

3. You can’t be a perfectionist.
This is not a business where you will be able to spend all of your time and energy fixing one problem.

Good entrepreneurs can find a way to jump into the fray and start implementing ideas and solutions, even if they don’t have all the answers. You have to be comfortable covering a wide territory, with knowing a little bit about a lot of things, rather than a great deal about one thing. Compromise is essential for survival.

If you can easily check off all the risk factors when looking at a problem, it’s probably not a problem worth solving. So embrace the messiness. You’re going to learn more about what your battle plan should look like, and what challenges you need to expect, as you go along.

4. You have to be your company’s best sales person
Finally, it’s essential to remember that you must be, at your core, a great salesperson. You need to be able to sell your vision to potential partners, investors, and customers. If you can’t successfully do this, you’ll have a tough time getting very far. You’re going to be the first person to introduce the world to your product, and first impressions are important. Everyone wants to hear about your passion from you.

Learn the most common questions and reservations that people will have. They’ll want to know why what you’re doing is valuable. Cut out the jargon and speak to the heart of the matter. Start at the core, and then fill in the details. You have to hook them with the big picture before they can appreciate the nuances.

You wouldn't be reading this if you didn't have great faith and excitement in your idea. But you don't have a real business until you can enkindle that faith and excitement in others.

-Inc magazine

2013 is upon us!

Are Your Goals Realistic?

Take the Test
Ask any successful person, and they'll agree. In order to succeed, you must have goals. They are what turns your dreams and visions into reality.

Seems simple, right? You just write down what you want, and you're on your way to prosperity. Well, not exactly. In order for goals to work, they have to be realistic. Stating that you want to have more sales than Apple in 2013 won't make it happen.

So how do you know if your goals for next year are attainable and not just some pie-in-the-sky dream? Take this test to find out. If you answer no to any of the following statements, it's time to re-evaluate.

Are your goals in writing?
It's awesome to dream, and you should never stop thinking about what can be. But to actually achieve milestones, you have to get your goals down on paper. It will help you stay on track and reach them.

Are your goals specific and measurable?
For goals to work, you need to zero in on exactly what you want to accomplish. For example, saying that you want to make a profit won't cut it. Instead, how about, "I would like to make $500,000 in revenue this year"? It's specific and includes an exact (measurable) dollar amount. Once you have your targets, create a plan with deadlines. Then break it all the way down to daily activities. While preparing your strategy, it will soon become clear whether or not your goals are obtainable.

Are your goals shared?
Once you've written down your goals, it's time to get your team on board. Share your goals with your staff—called "casting your vision"—early and often, and watch them get fired up too. With everyone passionate about obtaining your dream, what may have seemed unrealistic this year could be totally obtainable in 2013.

Are your goals your own?
One of the easiest ways to fail while trying to reach your goals is if they are not your own. If your Aunt Edna wants you to be the most successful podiatrist in the tri-state area, it won't happen unless that's your dream too–even if you live in a place with some really bad feet. Why? Because as we all know, business is not for the weak of heart. It's tough. And you won't have the courage to fight through if you aren't working toward your own goals.

As Dave and thousands of business owners across the country have proven, turning your dreams into reality can come true. And it all begins by setting realistic goals. So before the new year, take time to write down your goals. You'll be amazed with the outcome