Ed. Note: March is Share the Podium Month here at WWDS. I asked a few folks to contribute an original article for this blog with no restrictions on the content. Some are career experts, coaches even, and often write on the topic; others are just interesting people who have insightful observations on a variety of things (not that the career coaches don’t, mind you).

Guest Post—Interviewing for a Sales Job – Thoughts from a Veteran Interviewer

by Brad Shorr

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When I was in the packaging industry I interviewed hundreds of sales candidates – young ones, old ones, men, women, sales veterans, and novices. I’ve helped mold sales stars out of folks who started out as copy machine sales reps, teachers, waitresses, door men, political operatives, switchboard operators, college grads, college dropouts – you name it.

Here are few ideas I’ve picked up along the way that you may find helpful if you’re seeking a career in sales.

What Kind of Sales Job Do You Want?

Know thyself. There are many types of sales positions, so think about which type fits your personality. Amongst the most important questions –

• Do you wear well with people over time? If so, you would excel selling consumable products that entails working with customers on a regular basis over (let us hope) a long period of time.

• Do you make a killer first impression? If so, you would likely thrive working on big ticket, one-time sales – software systems, commercial real estate, etc.

• Do you like working independently? Look for a commission sales position.

• Do you need structure? If so, a salary-plus-commission program accompanied by formal training will be more to your liking.

A couple of good question for an interviewee to ask –

“Could you describe the personal characteristics of your most successful sales people?”

“What personal attributes does a person need to become successful in your selling organization?”

What Employers Want

Remember the Mel Gibson movie, What Women Want? Mel acquired the ability to hear what women were thinking, which, despite having some serious down side, did prove a big plus to his advertising career. Wouldn’t you like to know what a sales interviewer is thinking? Well, I can only speak for myself, but I imagine the qualities I looked for in a sales candidate are fairly common. Here’s what this interviewer wants –

1. Hard working. There are no shortcuts in sales. Talent without a willingness to work won’t cut it.
2. Positive attitude, fearlessness. If rejection gets you down, sales is the wrong career. The great sales people I know are resilient and intrepid in the extreme.
3. Trainable. Not everyone is ready, willing, and able to learn. Are you? If not, sales success, which requires ongoing adaptation and skill development, will forever elude you.
4. Ethical. If this banking/financial holocaust has taught us anything, it is that without ethics, whatever millions you make will be lost, and then some. Our company stressed ethics from its beginning, and this was absolutely fundamental to our corporate success and that of every individual.

What Kind of Company Do You Want?

You can flip around my four factors to see if the firm you’re interviewing with is right for you. Probe these areas well, and you will have a happy stay if hired. Work ethic – Do you sense vitality all around, or an office full of clock watchers? Positive attitude – Do you sense a team spirit, or is it grumbling and office politics? Trainable – Do you sense openness to new ideas or a smug, inflexible, inward-looking corporate mentality? Ethical – Do you sense a right minded attitude, or is it anything to make a buck?

That’s it! That’s the wisdom I’ve been able to cobble together after lo, these many years. What have I missed? What do you look for in a sales job or a sales organization?
Brad Shorr lives in the Chicago area and is president of Word Sell, Inc. He helps organizations strengthen their online presence with business blogs and compelling Web content.