Best Practice Report

Assessing And Interviewing Sales Talent

January 1st, 2018

Summary

B2B organizations must reach consensus on the sales competencies to assess during the hiring process, and how these competencies should be measured. Behavioral interviewing moves beyond the résumé to ensure objective and thorough assessment and comparison of candidates. Train the entire interviewing team to use behavioral questions to get candidates to detail how they have developed and used their capabilities. In this report, we explore how to use a competency-based approach to assess sales talent, explain how behavioral interviewing can evaluate candidates more effectively, and provide a scoring schematic for better objectivity in selecting candidates.

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