A 6-Step Skill Assessment For Hiring Rockstar Salespeople

You wouldn’t hire an engineer without seeing their code, right? So why would you hire a salesperson without seeing them sell? Even if candidates don’t have formal sales experience, you can establish skill assessment tests that evaluate a candidate’s current skill set and true potential.

下面，我将分解面试过程每个阶段的候选人的测试和练习应该是什么样的。

早期面试阶段

1. Evaluate written communication through initial emails

Most sales representatives use email for the majority of their communication. So, one of the first things you should test is a candidate’s ability to write clear, concise messages.

Starting with initial outreach, be aware of their communication style and possible red flags. Did they respond promptly or wait too long? Did they use proper punctuation, or do you see grammatical errors? Is their tone formal, or are they too casual?

您可以期望候选人像他们写信给潜在客户一样向您发送电子邮件，因此请从潜在客户的角度评估他们的技能。

2.使用电话屏幕来评估口头交流技能

尽管大多数通信通过电子邮件发生，但交易最终会在电话上完成。为了使销售代表取得成功，他们需要在电话上舒适和自信。

将您的初始电话屏幕视为候选人为您自己的演示。问一些棘手的问题，您甚至可能提出一些反对意见，以了解他们的回应。如果候选人很难将自己的经验与工作要求保持一致，请想象出售他们所了解的产品将是多么艰难。

Middle interview stages

一旦将候选人转移到面试过程的中间或最后阶段，请评估该角色所需的特定技能。

以下是晚期销售候选人的一些示例练习：

1.带回家的运动

根据角色的不同，从他们可以在家中进行的锻炼开始可能是有意义的。例如，如果您要雇用一个BDR，他将花费大部分时间来探索和电子邮件，请为他们提供书面练习以表现出潜力。

这里有一些示例，可以很好地工作雇用企业BDR:

• Develop an ICP for the product
• 使用LinkedIn创建适合ICP的五家公司的列表
• 在X Company找到一个利益相关者与raybet电子竞技
• Write a prospecting email to that stakeholder

2.角色扮演

对于将在电话上花费大量时间的代表，尤其是闭幕式的代表包括在面试过程中的角色扮演。迅速（或独特的）反对的快速连​​续测试候选人如何处理边缘案例。

Here are a few suggestions for successful role play:

• Role-play in a comfortable setting, potentially over the phone, or in a conference room
• 给候选人一个场景和议程，以提前审查
• 像典型的前景一样行事，并提供合理的异议
• Pause in the middle, provide feedback and run the exercise again to see if they incorporated feedback
• Watch how they compose themselves under pressure

When the role play is over, ask the candidate how it went before providing feedback. This shows how self-aware they’re likely to be with prospects -- and with you as their manager.

请记住，没有候选人将是完美的。这项练习使您可以查找指标的指标，以及您能够在产品和销售过程中训练它们的速度。

最终面试阶段

3.模拟音高

Test a candidate’s presentation and closing ability by having them present a mock pitch to a team of stakeholders in your office.

This can be a fun activity to do with candidates you’re interviewing for a closing role. Experienced sales reps should even enjoy the challenge of presenting in front of the hiring team.

To make things fair, ask them to pitch something other than your product. The subject of their pitch could be imaginary or a well-known brand. And, make sure to schedule it in advance so your candidate has a few days to review the product and the prospect (i.e., you and your team).

这个模拟音调展示了候选人面对面演示的技能，他们在充满人的房间里展示的能力以及他们对加入您的公司的热情，因为这项练习需要时间来准备。raybet电子竞技

4.一整天

When possible, ask candidates to spend a few hours shadowing one of your reps. Create controlled environments for them speak to real prospects, giving you a window into their estimated ramp time.

这也是一个判断文化合适的机会。在“球场上”度过一个“一天”，使您的团队有机会与候选人见面，并感觉到他们如何为团队做出贡献。

并不是所有candidates will agree to this, as some might be currently employed or uncomfortable being thrown into a prospect conversation, so this type of interview should be reserved for candidates you perceive to be high risk.

最后的想法

对于每个练习，我建议使用评分标题用于客观决策。

As you structure your interviews, remember competition for top sales talent is fierce. It’s important to balance interview diligence with moving candidates through the process efficiently. Use these skill assessment exercises, and you’re sure to streamline your hiring process and attract top talent.