I’ve been swamped phone screening sales candidates this week and have seen many levels of ability. One thing that has been clear is the candidate’s ability to qualify money. This is a big issue for some salespeople in that they are uncomfortable discussing money.

One move I like to use is to provide a wide range on the salary to see what they do with it. If they ask me about compensation (surprising how many do not), I give them a range like $40K to $80K salary. That is a wide range so I expect them to qualify it further:

-What will it take to be closer to the $80K end?
-How will the final salary be determined?
-Which end of that range would you place me?

Any question to drill down on my vague response would be appropriate. I realize candidates want to be polite and professional, but a candidate who can qualify the money in a professional manner stands head and shoulders above the ones who cannot.

If you're new here and like what you see, you may want to subscribe to our RSS feed. Thanks for visiting!

Posted By Lee Charles | Hiring Salespeople, Screening | |