10 Things You Must Know BEFORE You Hire

What is the Most money they have earned in the past?

• It should be at least 80% of what they will earn if they
  hit your target number for sales

Can they control their emotions under pressure?

• If not they will miss cues the prospects give as they
  “think” about what to say next

Do they have too much need for approval?

• Affects prospecting, closing and qualifying.

How motivated are they?

• What are their personal goals?
• Are they written down?
• Do they have enough desire and commitment to reach them?

What selling skills do they possess?

• Prospecting, qualifying, closing, asking questions, etc.

What problems are you likely to have with them in the field?

• Wasting time with unqualified prospects
• Too many quotes
• Too much talking
• Not uncovering budget
• Not able to hold margins

What self-limiting beliefs do they have?

• Uncomfortable talking about money
• Must call on purchasing agents first
• Prospects tell it like it is

Are they compatible with your organization?

• Who do they call on
• How much supervision do they need
• How much support do they require
• Price point of the product or service they
  are experienced at selling

Is their skill set right for your position?

• Are they a hunter / closer?
• Are they an account manager?
• Can they prospect?

Are they Trainable?

• How much incentive to succeed do they have?
• Do they have a positive outlook?