Hiring Scorecard - Getting the Right Sales Candidates in the Right Seat

Implementing a Methodical Approach to Evaluating and Selecting Sales Candidates

The last few posts have explored our struggle and solution with applying a measured discipline to hiring sales people.

Hiring the right rep is hard.

So many things to consider… experience, track record, cultural fit… Ultimately your job is to screen the candidate and to hire them you are predicting their ability to succeed based on the interview process you have in place.

We tackled this problem in three phases.

First - we identified the characteristics in our best sales reps and divided them into teachable and non-teachable.

Second - we then crafted questions related to those key characteristics that would give us more insight into the rep we were interviewing.

Lastly - we created a simple scorecard to rank candidates against the characteristics we thought were most important.

I’ve included all of these in a simple google sheet - Here’s the Link to Download it.

We create a new scorecard for each candidate and spreadsheet for each position. This allows us to compare interviews over time for the same position across multiple candidates.

The more you use this the better you get at understanding your candidate pool and selecting the right ones for your business.

The key is identifying the sales characteristics for your company and crafting the right questions - the scorecard then becomes your decision making platform to help put the right sales candidate in the right seat!

Reach out if you have questions.

-Joe