61 D o you ever tell horror stories about the worst hire you ever made? These bad experiences tend to stand out, don’t they? High turnover is a big problem for many sales organizations and hiring the wrong people for the job can be a big contributor to that turn- over. It’s extremely important that you hire people with the right talents for the position. Do your due diligence before you hire some- one so you are not surprised by mediocre performance later. Perfecting your interview process will help you to put the right people in the right positions. Here are some tips on how to get the most from a candidate interview: 1. Prepare great questions. Asking the right questions will help you to uncover evidence of talents and determine whether or not the candidate is the right fit for your organization. For example, if you need to hire someone who can prospect for new business and be a natural closer, ask questions to uncover the behaviors that would make them successful in the position like: • How much do you like convincing people to do what you want them to do? Some- one who answers “a lot!” may have more of a natural ability to persuade people than someone who answers “I don’t know if I talk people into things but I share my opinions and people listen.” CENTER FOR SALES STRATEGY BLOG How to Get the Most from a Sales Candidate Interview by Mindy Murphy