The number 1 question to ask in a sales recruitment interview

March 4, 2024 - 3min. read

Identifying the perfect salesperson can be a game-changer for your organization’s growth and success. But amidst the sea of resumes and cover letters, how do you separate the truly exceptional from the merely competent? Well, there is one question that can make all the difference in a sales recruitment interview:

“Tell me, what does your company do and what’s your role inside the organization?”

At first glance, very simple. However, it’s not just about soliciting a straightforward response; it’s about reading between the lines to uncover a wealth of insights about the candidate’s capabilities, mindset, and suitability for the role.

So, what exactly should you be looking for in their answer?

1. Clarity and conciseness

A standout sales candidate will demonstrate the ability to craft a concise and compelling introduction to their company and role. They should be able to convey complex information clearly, showing their communication skills – a rather crucial asset in the world of sales.

2. Understanding of context

Beyond the surface-level response, pay attention to whether the candidate can articulate their role within the broader context of the organization’s objectives and mission. This indicates not only their comprehension of their own responsibilities but also their alignment with the company’s goals.

3. Focus on solutions, not just products

Sales professionals must be adept at selling solutions, not just products. Look for candidates who can go beyond a mere description of the company’s offerings and instead emphasize the value and benefits they bring to customers. This proves a customer-centric mindset and a strategic approach to selling.

4. Balanced pitch length

Be wary of responses that are either too long or too short. A pitch that drags on may indicate a lack of conciseness, while a brief, superficial answer could suggest a lack of depth or preparation. The ideal response strikes a balance – sufficiently detailed to convey meaningful information but concise enough to maintain engagement.

Read also: The perfect interview question to ask a sales rep.

So remember, by asking this question you can gain valuable insights into a candidate’s suitability for a sales role. It’s not just about evaluating qualifications and experience – it’s about spotting individuals who possess the unique blend of skills, mindset, and drive needed to excel in the world of sales.

So, the next time you find yourself in a sales recruitment interview, remember to ask: “Tell me, what does your company do and what’s your role inside the organization?” The answer might just reveal everything you need to know.

Are you prepared to build or scale your sales team? Call me at +32 471 64 90 09 and let’s see how I can help!