If you’re putting sales candidates through an interviewing process, make sure that you include non-sales team members in the interviewing process each and every time. Include people from Finance, Operations, Human Resources, Engineering and/or Manufacturing. Why would you do this, you ask? Well the fact is that different members from other departments in your company have a completely different perspective and a different skill set when it comes to interviewing people. It’s the non-sales interview team members that often times produce the best perspective or provide a different set of inputs on a particular sales candidate -- which is important to your overall hiring decision.
For example, a Finance or Engineering person often times can measure a sales candidate’s analytical capabilities, such as their ability to perform simple tasks such as analyzing numbers, preparing forecasts, doing technical requirements evaluations, etc. By having other types of people from different departments in your company participate in the interviewing process, you can develop a much broader perspective about the capabilities of your sales candidates as it relates to the totality of their job. Then you won’t only evaluate whether or not they can talk and communicate well. So think about this as you move forward. Always include non-salespeople in the interviewing process.
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