Glossary
Interviewing
Once trained, will a candidate be knowledgeable, persuasive, incentivized, and happy with this role?
Sales reps need to be knowledgeable, persuasive and incentivized. Companies who invest in their reps can manage a lot of this on their own as long as the candidate is the right fit.
While interviewing, focus on verifying if this is the right person at the right time (we call this RPRT.) Persuasiveness and drive don't matter if your role doesn’t fit the candidates interests or where they are in their life.
Ask yourself these questions before seriously considering a candidate:
—Will they be happy in this role?
—Is this good career timing?
—What are their expectations (especially for compensation and how quickly they’ll build up significant commissions) and how does that compare to reality?
Here is a typical interview process for sales reps:
1. Initial screening (optional) — pre-interview questions while applying
2. Expectations call (15-20 minutes) — reiterate job responsibilities, pay & culture
3. 1st interview (45-60 minutes) — does the candidate match what we're looking for?
4. 2nd interview (30 minutes) — with CEO/VP
5. 3rd interview (optional) — presentation or role play
While interviewing, focus on verifying if this is the right person at the right time (we call this RPRT.) Persuasiveness and drive don't matter if your role doesn’t fit the candidates interests or where they are in their life.
Ask yourself these questions before seriously considering a candidate:
—Will they be happy in this role?
—Is this good career timing?
—What are their expectations (especially for compensation and how quickly they’ll build up significant commissions) and how does that compare to reality?
Here is a typical interview process for sales reps:
1. Initial screening (optional) — pre-interview questions while applying
2. Expectations call (15-20 minutes) — reiterate job responsibilities, pay & culture
3. 1st interview (45-60 minutes) — does the candidate match what we're looking for?
4. 2nd interview (30 minutes) — with CEO/VP
5. 3rd interview (optional) — presentation or role play