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In episode 191 of the Master Dealmaker Secrets podcast, I share the 3 red flags to avoid when screening salespeople.
Over the last year, I’ve looked at over a thousand resumes for sales roles in my company. I’ve gotten skilled at screening candidates efficiently. When reviewing resumes, I watch for three instant red flags that tell me a person isn’t worth interviewing.
The first red flag is if they aren’t currently in a sales position. There’s a saying “If you’re not now, you never were.” Time away from sales causes those muscles to atrophy quickly. While not an automatic disqualifier, I want candidates selling now to hit the ground running.
The second red flag is short sales role tenure. As a profit center, companies work hard to retain top sales talent. If an applicant leaves a sales role fast, I probe for details. No legitimate reason is a warning sign.
The third red flag is exaggerated sales backgrounds. Some stretch retail or gig experience as formal sales roles. I verify claimed credentials before relying on them.
Once I screen resumes, interviews assess three key factors. First, does the person have industry knowledge from working in the field? Second, are they bought into my vision and culture? Third, can they sell? Ideal hires check at least two boxes.
I emphasize evaluating cultural fit beyond sales skills. Strong salespeople can still damage team dynamics. I involve colleagues from different roles in interviews to get balanced perspectives.
Everyone notices different things. Extra observers provide insights I may miss. I use a structured process with specific questions to thoroughly assess candidates.
In the last year, I’ve learned key lessons in hiring over 10 salespeople. Careful resume vetting, interviews, and assessments are crucial to avoid costly hiring mistakes. I want to share my experience to help you build world-class sales teams.
Listen to this episode and be aware of these red flags when hiring new salespeople. You’ll have the tools to properly evaluate your candidates and make the best decision for your business.
To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.
Inside you’ll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.
