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How can I help my sales managers become better interviewers?

Interviewing is a skill. You simply cannot assume your best sales managers to conduct effective interviews. Provide training and create a process for them to become better interviewers.

Here are six tips for helping your sales managers become better interviewers:

  1. Provide training: Consider offering training on how to conduct effective interviews, including how to ask relevant questions, evaluate candidates’ responses, and make fair and objective hiring decisions.
  2. Develop a set of standard interview questions: Create a list of standard questions that can be used to evaluate candidates consistently. This will help ensure that all candidates are asked the same questions and allows for more objective comparisons.
  3. Encourage the use of behavioral-based questions: Behavioral-based questions ask candidates to describe specific situations they have encountered in the past and how they dealt with them. These types of questions can provide valuable insight into a candidate’s skills and abilities.
  4. Encourage the use of structured interviews: Structured interviews involve following a predetermined set of questions and a specific scoring system. This can help ensure that all candidates are evaluated consistently and objectively.
  5. Encourage the use of multiple interviewers: Having multiple interviewers can provide a more well-rounded evaluation of candidates and can help reduce bias.
  6. Encourage managers to take thorough notes: Encourage managers to take thorough notes during interviews so that they can review and compare candidates more easily.

Author: Dario Priolo

Dario brings over 20 years of experience in the sales enablement and talent development industry. He has led marketing and strategy as CMO for leading companies like the Hay Group, Miller Heiman and Profiles International and has been part of 4 successful exits, including his own start-up.


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