96 Great Interview Questions to Ask Before You Hire, 3rd Edition

9.

The Sales Interview

Differentiating Among Top Producers, Rebel Producers, and Those Who Struggle to the Minimums

No doubt about it: The sales interview is one of the most challenging evaluations you’ll encounter, with a hefty impact on your organization’s bottom line. That’s because top producers often march to their own drummers. Some focus on the quantity of transactions, while others build relationships over the long haul. Some consistently produce in the stratosphere, while others merely earn enough to get by. Some have more of a nine-to-five mindset than an entrepreneurial mentality and consequently rarely perform with distinction. Still others unfortunately define success not in terms of their accomplishments but by their peers’ failures. ...