Want to Hire Great Sales People? Look for these 2 Qualities

I am often asked by my clients to interview potential sales representatives for their teams.  During the candidate’s interview, it is easy to be swayed by their engaging personality, smooth style, and polished appearance.

When you consider that you are interviewing a salesperson, by nature they are likely (if they are any good) to be good at selling themselves. There are 2 qualities that I always look for when hiring a great salesperson.

In my experience it comes down to these 2 qualities: accountability and a willingness to learn. These 2 qualities are the greatest indicators of future success and exceptional leadership of great sales people.

Accountability

Salespeople are notorious for making excuses. “The dog ate my homework” was probably first penned by someone who eventually pursued a career in sales. Here are some favorite sales excuses that I have heard:

• The competition undercut our price.
• The client made a stupid decision and picked another vendor.
• We got railroaded/deceived/cheated.
• The project was wired from the start.

The common thread in each of these excuses is the lack of accountability. If the candidate makes excuses, then they’ll always find an external reason why they did not succeed. They might blame their client, boss, or coworker. The top performers take responsibility.

Willingness to Learn

When working with top professionals, there are usually 2 types of people:

1. Those who think they already know everything.
2. Those who know there is always more to learn.

It is ironic that the top performing sales professionals and executives are the ones who are always open to learning new things.

You might think the top performers already have the answers. In reality, the top performers are constantly learning and taking their craft to the next level.

My Favorite Interview Question

I get the most insight on the person’s sense of accountability and willingness to learn by asking the following question:  “Describe a big deal that you lost, and why you lost it.”

The answer to this interview question will fall into the category of either making excuses, or taking accountability. I look for accountability.  Essentially, “The buck stops here.”  “I got outsold”, or “They bought from his nephew, but I should have known he was in the mix”, are both good examples of accepting responsibility.

I also look for candidates who feel there is something they could or should have done differently.  This shows a sense of responsibility and an open mind that is ready to learn new things.

You’re Hired

So, the next time you are looking for a superstar sales performer, ask questions to determine their sense of accountability and willingness to take constructive feedback and learn.

If you discover a candidate that demonstrates a high sense of accountability and a desire to continue to learn, you might have a future rainmaker in your midst… even if they don’t sweep you off your feet.

It’s Your Turn

What’s your favorite question when interviewing a sales candidate?  What does the question help you discover about the person?

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