5. CREATE THE TEST SALES MAKE THEM SELL This will help you see if they are more than just talk and whether they are actually any good at selling, but also NONO selling in the right way (aligned with the type of customers, TION TTION T sales peers, company values, etc.). Make sure the test fits your sales process. If your SDRs sell over the phone make them actually call you. If it is face to face sales then sit in the room with them. ALENT AALENT A They can sell you the previous product they were selling SS for 5 minutes - this allows you to see how they sell SESSES something they know. Then switch to selling your product in 5 minutes. This will allow you to see how they navigate SMENTSMENT the conversation when they don’t know everything. WRITING TEST Sales is a lot about following up and writing emails - either cold or hot. Explain who your ideal customer is, explain your product and tell the candidate to: research a company that fits the profile, find a person to contact, write an email to that person. Explain why they chose that company, person and wrote the email they did. This will tell you a lot about what type of person they are, what kind of experience they have and what their ability and talent for this job is. CALL YOUR Make your candidates do research on your competitors (you COMPETITORS can give them a list). Make them familiarise themselves with their products, sign up for a trial or a demo and get on a phone call. This might be difficult to do during the interview so it could be a home assignment. You should gauge how good they are at being a prospect. Do they ask a lot of questions? Do they get all the information they want? If they don’t know how to be a prospect, they will not know how to be a good salesperson. 7676