Sales candidates lie on resumes. Some only stretch the truth a little, while others fabricate details about their education, work experience, and responsibilities. To help separate fact from fiction, calling…
Sales candidates lie on resumes. Some only stretch the truth a little, while others fabricate details about their education, work experience, and responsibilities. To help separate fact from fiction, calling candidates’ references and asking good questions is an effective way to learn more about the candidate.
Calling references should not be a formality. You need to ask the right questions to get the information you need to make a good hiring decision.
Here are some of the top questions you should be asking sales candidate references:
Finding the right fit is important. Naturally, you don’t want to hire someone who will disrupt your current culture. Therefore, asking about how a candidate got along with other team members and if they had issues with other co-workers will provide you with some insights into how they work with others.
Building on the previous question, asking this can provide you with some insight into how well a candidate works with management, how they respond to constructive criticism, and how good they are at relationship building. If there is some hesitation by the reference, it could be a sign there were issues.
This question allows you to hear if the reference thinks the candidate is prepared to make a career leap. It will also provide some more context for the skills and responsibilities they outlined on their resume.
This is a great open-ended question to ask, simply for the fact that you never know what the reference is going to say. You could gain some great insights into aspects about the candidate you may have overlooked.
While most references will answer yes to this question, it’s how they say it that is important. If they say yes right away with enthusiasm, then it’s a good sign. If there is some hesitation, it may be some cause for concern.
Get more invaluable sales recruiting tips and best practices by reading these blogs by our sales recruiters:
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SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit salespeople in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right salesperson for your organization, start your search here.
Rhys is a tenacious, top performing Senior Sales Recruiter with 15+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and daughters, BBQing on a hot summer day and tropical vacations.