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.