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What I look for when hiring a junior inside sales rep

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Before you make decisions based on your gut instincts,take a look of some of the questions I like to ask and what answers I should be hearing.

 

 

Questions for Entry Level Inside Sales Reps with 1-2 years of selling experience

Initiative – Have they started a company, club, or organization?

  • Is there a pattern of stepping in to offer solutions where need is going unmet?
  • Is there a history of competing at a highly competitive level? (organized sports)
  • Do they have basic inside sales experience (aka worked at Enterprise Rent a Car)?

Drive - Can they sell themselves?

Ask them to present themselves.

  • Is there a concise beginning middle and end?
  • Confidence/Quick thinking - Can they sell me our company?
  • From what they understand, can they think on their feet well enough to make a pitch?
  • If interrupted how do they react?

Coach-ability / Humility - Are they able to take direction

  • Have them sell you something during the interview.
  • Ask them what they thought they did well and what they could improve.
  • Then ask them to do it again.
  • Defensiveness tells you they can’t be coached.
  • How much “unlearning” will have to take place ?

Expectations – Can they sustain sales activities when there is no perceived positive outcome?

  • Are they wired for activity rather than analysis?
  • Is the default state to take action?

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← Oh No! You didn't make your inside sales quota! Now what? Tips for hiring a senior inside sales rep (Part 2) →

About the ConnectLeader B2B Sales Blog

The ConnectLeader B2B Sales blog is written to share productivity tips, tools, news, and other information relevant to managers and senior executives interested in B2B sales productivity, demand gen, inside sales, sales operations, and business development issues.

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