It’s Friday so let’s go with another anecdote. During a phone screen, I asked a candidate a fairly innocuous sales interview question, “What is the biggest contribution you made in your last job?”<\/p>\n
He took several moments to gather his thoughts and then offered this:<\/p>\n
Good question. I would have to say hands down that the greatest contribution thus far with my current company is the fact that I have increased RFQ’s (request for quote) by over 200%.<\/p><\/blockquote>\n
RFQ’s? Obviously, I was hoping to hear something about increasing sales, improving the closing ratio or turning around an underperforming territory. Nope, it was far worse. Generating a quote with his employer entailed numerous hours from several departments.<\/p>\n
The questions that flowed from his statement:<\/p>\n
\n
- How many thousands of dollars are we talking about to turn out the quotes?<\/li>\n
- How did he come upon all these RFQ\u20ac\u2122s? Did he qualify them?<\/li>\n
- And most importantly, did he close any sales from all of these RFQ’s?<\/li>\n<\/ul>\n
You know, there is a reason why they call it selling and not quoting.<\/p>\n","protected":false},"excerpt":{"rendered":"
It’s Friday so let’s go with another anecdote. During a phone screen, I asked a candidate a fairly innocuous sales interview question, “What is the biggest contribution you made in your last job?” He took several moments to gather his thoughts and then offered this: Good question. I would have to say hands down that the greatest contribution thus far with my current company is the fact that I have increased RFQ’s (request for quote) by over 200%. RFQ’s? Obviously, I was hoping to hear something about increasing sales, improving the closing ratio or turning around an underperforming territory. Nope, it was far worse. Generating a quote with his employer… Read More<\/a><\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[12],"tags":[],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-1H","jetpack-related-posts":[],"_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/105"}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=105"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/105\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=105"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=105"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=105"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}