I interview John Kolencik who owns Matrix Impact about how to hire the next great salesperson. John encourages us to use simulations in our interviews to improve our hiring process.
John’s first recommendation is make the simulation as real as possible. He insists that the interview must be taped. We are trying to determine if this candidate is coachable. Multiple simulations should be used to determine coachability and aptitude.
Here are John’s Top 3 Items to focus on in the interview.
1 Learn what the candidate thinks the most important thing in selling is. The three A answers that John is looking for are:
1 Listening
2 Questioning
3 Building Relationships
2 What is their commitment to customer satisfaction? Is it in sync with yours?
3 Find out about their work ethic. There is no one question for this. There are many layers to the questions and they are peppered throughout the interview. Here are some of the questions:
1 Tell me about high school and what activities were you in?
2 Did you have a job in high school?
3 If they went to college ask them how did you pay for college?
4 What activities were you in college?
5 Can you tell me about your first job?
I talk about my old boss from Serta’s favorite question to ask in an interview. John shares a story about how one of his customers almost hires a professional bass fisherman who was gone eight to ten weeks a year!
I ask John, “How do we get our salespeople off to a good start?” John’s answers are enlightening and at times surprising. Don’t miss this interview! If you have questions for John call him at 216-347-6729 or go to his website at matriximpact.com.
Wishing You Success!
Pete
Matrix Impact Success Secrets! With John Kolencik: Episode 73
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The British Are Coming! At a Store Near You! With Ross Thurston and Steve Karns: Episode 71
Success Secrets of a Mattress Giant! With Sean Hathaway: Episode 70
Helping Retailers Succeed! With Chris Long: Episode 69
The Second Store Blues With Steve Houk: Episode 68
Negotiation Strategy Impact With Patrick Tinney: Episode 67
Bring In The Harvest! With James Short: Episode 66
Born To Sell! With Jordan Beck of Heritage Sleep Concepts: Episode 65
Bedding Industries of America Preview of High Point Market & Columbus Ohio Open House: Episode 64
Sales & Business Lessons From A Hall Of Fame Football Player! - Episode 63
Scott Vaughn - How You Can Become The Brand: Episode 62
Sales Secrets From The Sales Pro Whisperer - Chris Taheny: Episode 61
Sales & Business Lessons From Powerlifting! Episode 60
Curt Mercadante - Grow Your Business Without The Grind! : Episode 59
Sales Secrets From The Rainmaker - Mark Bannon: Episode 58
Sneak Peek of BedTech’s New Vegas Showroom! With Darren Sparks of BedTech: Episode 57
How To Have Your Best Market Ever! With Steve Houk Of Boise Mattress: Episode 56
Simon Hares - The Power Of Focus For Salespeople & Business Owners: Episode 55
Vegas Market Preview! With David Tenuta & Steve Karns of Bedding Industries Of America: Episode 54
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