How to Interview Sales Executives - by Ron Bates

How to Interview Sales Executives - by Ron Bates

My retained executive search practice revolves 80% around recruiting what I call "Revenue Executives" (i.e., Executives responsible for leading the Sales, Marketing, or Business Development function within their company). My search practice also mirrors my career in that 80% of my career has been in Sales and Sales Executive Management roles at companies such as Hewlett-Packard, Mentor Graphics, Computer Vision and Spherion.

All said, not all executive hiring authorities have a high degree of comfort and/or knowledge about strategic sales process and strategy, and associated sales acumen. As a result, they are less comfortable in their knowledge of how to evaluate candidates for revenue production oriented roles.

I've been asked to provide a number of client executive hiring authorities over the years with examples of the kinds of questions/areas they should focus on in an interview when attempting to evaluate a candidate's revenue production "battlefield acumen."

In an attempt to help executive hiring authorities blow away some of the "smoke and mirrors" sales candidates can throw at them, I recently published an article called:

"How To Interview Sales Candidates - Executive Leaders, Managers, and Individual Contribributors"

On the flip side, candidates that can actually provide substantive direct answers to the interview questions/areas of focus suggested in the above article will leave a much stronger impression with - any - executive hiring authority as a result.

Happy Networking

Ron Bates
Managing Principal
Executive Advantage Group
rbates@executive-advantage.com

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