Company Hires “Superstar” Sales Rep. It Doesn’t End Well. [Sales Story]

Hiring good salespeople is a challenge. There are so many factors that can contribute to a sales reps’ success or failure. In fact, just one or two small things can derail their job performance. That’s why it is so important to acquire as much relevant information during the hiring process to make a well-informed employment decision.

When hiring sales reps, be sure to exhaust each step of your hiring process. Don’t take any shortcuts. In addition, you need an in-depth sales assessment to help you uncover those hidden traits that are very difficult to see in the interview.

Here’s a basic formula for a hiring process:

  1. Résumé review
  2. Pre-screen test
  3. Telephone pre-screen
  4. Preliminary background check
  5. Sales assessment
  6. Face-to-face interview (multiple interviews with multiple people)
  7. Final background check

In addition to a solid hiring process, you need to ask relevant questions during the interview. You also need to be sure you know the type of responses you’re looking for from the sales candidate. I’ve developed many questions to help my clients uncover the capacities of their candidates over the years.

Here are 10 good questions to ask sales candidates during the interview: click here

In this short video, Barrett Riddleberger, CEO of xPotential Selling, reveals two critical pieces of information about an underperforming sales rep. If the manager had access to this information during the hiring process, they would not have hired this sales rep. Instead, they would have kept looking for a better sales candidate.


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xPotential Selling, Inc. has been helping its client hire and train salespeople and sales manager since 2002. Click here to find out more about their services and how you can build a successful sales team.