Best Practice Report

Assessing And Interviewing Sales Talent

January 1st, 2018


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.

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.