What’s the Sandler secret for developing stronger salespeople? Unlearn your present interviewing system. Avoid the “rose-colored glasses” syndrome, especially if you are in a hurry to fill a vacated territory or slot on the team. If you like a candidate, make sure someone else in your company (who understands sales) conducts an interview, too. Of course, make sure you both conduct “negative” interviews. Neither of you should “blue-sky” the job. Let the applicant sell you on why he or she belongs, instead of you selling your company to this applicant. Ask the applicant how he or she would generate leads if none were provided by the company. Listen carefully as he or she tells you how much cold calling he or she is willing to do: anyone who says “I’ll work referrals” is NOT the person you want opening new accounts. Avoid hiring through rose-colored glasses.
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