Sure, the job market continues to be pretty bleak, with the unemployment rate creeping up to 9.6% last week and employers still spooked about new hiring due to all of the economic uncertainty in the air.
While most sales reps are reluctant to change jobs in such a sluggish economy others might see the current environment as an opportunity to make a jump to another firm, leaving a void that b-to-b sales managers may need to fill.
Because the economy is not expected to pick up anytime soon, b-to-b sales managers have to be on their guard to make sure that the person who they ultimately bring aboard is the right person to either succeed the sales rep who just left (or, god bless such companies that can afford it, expand the sales department).
With that in mind, we cherry-picked a few salient questions about the interview process from the Top 100 Sales Leader Interview Questions. The white paper was released earlier this month by Lee Salz, president of Sales Architects and CEO of Business Expert Webinars. (There is not charge to download the white paper.)
The questions, which focus on management side of the interview process, are designed to provide managers to make an informed, educated hiring decision.
- Why are you planning to leave your current sales leader role?
- What do you see as the core function of a sales leader?
- What approaches have you used to successfully on-board your new sales people into the role?
- What is your secret to motivating sales people?
- How often do you meet with your sales people one-on-one? What is the structure of the meeting?
- Share an example of a time when you had to make a tough decision. What was your process? What was the outcome? If you could do it over again, what would you change?
- Sales people often lament about the economy. How do you work through this issue with them?
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