One of the most common mistakes that I see with employers and recruiters, is taking a persons rsum at face value. This is particularly fatal when it comes to hiring sales people. Why? Sales people are masters of the spin. When I see a rsum that comes to me full such spin (for example increased pipeline by 82%, doubled bookings, tripled revenue, etc), and I dont see absolute revenue or booking figures, I become highly suspicious. Thats why one of the first things I do when I interview a sales candidate is to ask them to put together a sales achievement history. This is a very simple spreadsheet that recaps a candidates actual achievement against goals over the previous number of years, in absolute dollar figures. Its very easy to ask for, and most successful sales candidates are willing to produce it. Ask them to open up an excel spreadsheet and make a list and table with the year, their annual sales goal, and their actual achievement in columns. Ask them to go back about five years in their history.

As you can imagine, the good candidates are happy to produce this information for you and fully capable of doing it. Why? Because they have built and maintained a track record of success and theyve tracked those numbers, because its part of the badge of honor that they wear as a top sales producer.

Salespeople who have not consistently hit their numbers are not capable of producing this kind of information for you, as a part of the interviewing process. They will usually make excuses and say Well, Im not sure if I remember those numbers, Ill have to dig up and see whether or not I have that data. I didnt keep those records. Typically, what that means is that the sales rep who you are interviewing has not had the kind of track record that youre looking for.

Make sure that you can pull a sales achievement history from the candidate as a part of the interviewing process. If you do this, youll quickly separate the performers from those people who claim to have performed and have embellished their rsum with lots of fancy sales speak but cant produce the cold hard facts.

Andrew Rowe

Cube Management provides sales acceleration services to emerging growth and mid-market companies in the technology, manufacturing, healthcare and business service sectors. The experts at Cube Management work across the entire spectrum of marketing, sales and business development to provide customized solutions that drive revenue and profit growth. Cube Management combines Strategy, Process & People to produce winning results.