EVALUATING CANDIDATES

Before the interview: Narrowing the field

1. Evaluate the candidate’s resume in terms of structure and professionalism.
2. Consider how well the candidate tailored the resume and cover letter to your company.
3. Examine candidates’ previous work experience and contact references as necessary.
4. Assess the candidate’s work ethic and leadership abilities.
5. Determine whether the candidate has any unique skills or experiences that may be useful at your company.

The initial interview: Getting to know the candidates

1. Assess the candidate’s professionalism during the interview process.
2. Identify which traits you value most and evaluate candidates on those qualities.
3. Evaluate how well the candidate communicates on the phone.
4. Ask questions that challenge candidates.
5. Probe the candidate’s interest and knowledge of sales.

The final interview: Observing candidates in action

1. Ask the candidate to give a mock sales demonstration.
2. Bring the candidate in to meet with high-level executives and do a culture check.
3. Learn more about the candidate’s long-term goals.
4. Use psychometrics judiciously.