Few commercial managers are trained in how to correctly interview prospects for commercial sales positions. I created this checklist several years ago to help with the interview process. You are welcome to copy this and use the next time you are ready to hire. The key is “not talking.” The more questions you ask, the better hires you will make. I hope this checklist helps!

 

Sales Consultant Interview Checklist

Items to request candidates bring with them to the interview:
1. W-2 from at least the previous year (two is better)
2. Organizational Tools if they are portable (Daytimer, smartphone apps, etc)
3. Any written letters of recommendation FROM CLIENTS

Interview process
__1. Describe how you currently prospect for new clients.
__2. What methods do you use to get by gatekeepers?
__3. Do you cold call? Explain:
__4. How do you gain referrals into new accounts?
__5. How do you add value to your clients and prospects?
__6. How many sales calls do you make on an average day?
__7. Detail how your first contact would go with a new prospect. (Role play if possible)
__8. Review your organizational tools and how they help you stay in touch with clients.
__9. How do you handle objections? (role play if possible)
__10. How do you handle customer service problems with clients?
__11. How would you build your client base in the first 60 days of this job?
__12. How do you get second and third appointments with prospects?
__13. What was your biggest “win” in sales?
__14. What was your biggest failure?
__15. Describe your top five sales strengths?
__16. In what areas could you improve to make yourself more successful?
__17. How do you spend your spare time?
__18. Do you have a sales plan? If so, describe.
__19. How far in advance do you make appointments?
__20. What are the top five things you do to increase your sales?
__21. Describe how you close sales.
__22. What type of marketing do you currently use?
__23. Describe the top three marketing programs that have worked for you.
__24. What would be the first five things you would do if you got this job?
__25. Describe how you would build relationships inside the dealership.
__26. Why are you the right person for this job?
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Summary of the interview ________________________________________________
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