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For years you've boasted, telling your company story to countless job-seekers, hoping to attract the best. You want the best, but when do you want to find out if you are going to get the best? During the interview would be nice, but you usually spend more time trying to convince the applicant to work for you than really finding out her true sales grit.
Here's management advice that flies in the face of traditional sales hiring: Not only do you not want to blue-sky the job, you actually want to run a negative interview. That's right, a negative interview. Let the applicant know how tough it's going to be. Ask her how she plans to start working the territory ? only those who talk about making cold calls will actually make them. Based on what you see and hear, ask yourself, "Is this the person I want in front of my prospects and customers?" Watch for more recruiting and hiring advice from the Sandler Sales Institute® in future Today's Sales Meeting Minutes.
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