Keith Rosen has an insightful look at the hiring process for a top sales dog (a rainmaker).
Finding your next star player requires more than having them simply sell you on why they are a solid fit for a position on your sales team. And it goes beyond anything you'll be able to decipher or read into when evaluating their resume.
Rosen then lists 20 in-depth questions to ask any candidates, including this one:
Were you selling based on a bidding process, RFP's, etc.?
I'm going to add a couple of my own:
- What does your Sales Plan look like?
- Please ask me a couple of your Open ended / probing questions for prospects.
- What does your Lead Generation Process look like?
- Please outline your sales process.
If your company uses CRM, make sure that your salesperson does too. Also, did he have a team of folks helping him close - like a sales engineer and an admin to do paperwork and a call center to make appointments.