3 Responses

1. Dependant on…
   Hi Alice

   It depends on what sort of salespeople you are employing, what competencies you desire them to have and what characteristics you would like to see dislpayed. For example, I heard of a company that wanted to see persistance displayed so they set up a voicemail for would-be candidates to leave their interest in the position on.

   The employer then did nothing with these applications, and the applicants who called in when they heard nothing got through to interview stage!

   My advice would be to write up a list of competencies for the positions (Telephone manner, presentation skills etc.) And take each one individually and decide how best you can test it in interview.

   Having said this, a majority of sales people just seem to “have it” so pay attention to your gut feel at interview stage

   Hope this helps

   Rich
   http://www.supremacytraining.com

2. Different exercises
   I have used various simulations for the recruitment of sales staff. As already mentioned a lot depends on what competencies you are looking for. If you want to contact me, please do on
   jkevan@medgb.jnj.com

3. Arian Associates Ltd
   In a former life – as a Regional Sales & Marketing Manager – when I recruited sales people I would give them a cheap ‘Bic’ type pen and tell them to sell it to me.

   The good ones would ask if I had the need for a pen, by asking if a did any writing as part of my job. They would then extol the features and benefits of buying the said pen and I would often actually let them complete the sale.
   However, the poor ones would weed themselves out by launching into the features of the pen instead of trying to establish a need.

   AND the simple format of a sale is to open (make an introduction); establish a need; promote the features and benefits of your product/service; overcome objections and close.

   Try it – it sounds a bit silly, but it works just about every time.