Sales Hiring Tip #11: The Second Interview

If you missed out on our previous posts, first check out Sales Tips #1#2,  #3,  #4 , #5 , #6 , #7 , #8 , #9 & #10

This is most likely the easiest step of the hiring process.

No more bad cop. Just do what you wanted to do in the first interview. Sell the company and sell the opportunity. Ask the quality and characteristics questions. Take some quality time to get to know them. Figure out if they fit your culture. Introduce them to a few key colleagues and ask yourself candidly, “Do I like them?”.

There are not many things worse than having employees you avoid because you don’t like them. This will not work in sales. You must have a good gut feeling. At this point it’s ok to trust your gut.

There should be structure to your interview and you’ll want to make certain if you offer the job they will accept. Another pitfall is making the offer then the candidate quits their current job but gets a counter offer and they stay! You should be comfortable asking a few hard questions about this and they need to make a quick commitment.

This is also time to discuss real expectations; Daily Activities ,Measurement Accountability and Internal Processes must be defined.

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Author: Rocky LaGrone

Rocky LaGrone is a seasoned sales development expert with over 25 years in sales development and training working with well over 1,000 companies of all sizes in various industries.

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