Interviewing salespeople is tough! Screening, uncovering, and selecting top talent takes a lot of practice and a reliable process. And it is essential to avoid the most common pitfalls along the way.
As far as interview questions go, the best are the ones provided in a validated scientific talent instrument used (toward the end of your selection process) by a certified Talent Analyst. The next best interview questions are those you yourself can ask each candidate to gain insight into their thoughts, feelings, and behaviors—to determine whether there is enough evidence of talent to invest more time in them.
I often work with our clients to help them improve their interview techniques and become better at moving the right people forward in the funnel. Those who are the very best at recruiting and selecting top talent know that strong screening in the beginning leads to a much more talented candidate pool every time. Those that don’t commit to that kind of consistent practice tend to get stuck in one of five common interviewing traps and often find themselves disappointed with the underperformance of those they’ve brought on board.
In order to better take advantage of every golden interview opportunity that comes your way, you need to know these traps well—and then avoid them.