HIRING


Ten Ways to Hire Smarter (With 10 Positive Interviewing Strategies) BRIAN AZAR


The job interview is a starting block in the race for sales managers to hire high-producing salespeople. Too often, however, this opportunity proves to be a lame start because of a lack of interviewing skills on the part of the manager. The following 10 practices will help ensure you avoid the most common mistakes made by managers in the interviewing process.


1. DEVELOP AN UP-FRONT CON- TRACT WITH THE APPLICANT. Many interview sessions lack structure and focus. If the ground rules of the


job you are hiring for are not estab- lished at the start, then the interview cannot be successful. State your intentions up front, making sure both


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you and the applicant understand what you are looking for in the job and are speaking the same language. Then proceed from there.


2. GET A DECISION FROM THE APPLICANT.


Ending an interview with something like, “Well, do you think you would like it here?” is weak and doesn’t ask the applicant to show his or her ability to be decisive. When making a sales call, the producer who attempts to close with, “Well, do you think you might be interested?” will usually lose any chance of positive commitment. Model strong selling behavior and get the applicant to make a resolution. Decision makers get others to make decisions.


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Tips for


managers to hire smart and stay on top.


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