Selecting the right sales person is one of the most important tasks for someone in a leadership position. Too often it is approached in a casual and unprofessional manner. The consequences of recruiting the wrong candidate are costly, damaging and time consuming.
What are the two most important abilities that a sales person needs? There has been extensive research in this area and the answers are clear. The two most critical factors for a sales person are the ability to ask questions and the ability to listen. Both of these capabilities can be tested at interview yet most interviewers miss the golden opportunity to do so.
Here are some tips to help you when you are next interviewing a candidate for a sales position in your company.
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