A globally recognized authority on sales and leadership and the pioneer of executive sales coaching and management coach training, Keith Rosen
is the CEO of Profit Builders, named one of the Best Sales Training and Coaching Companies worldwide for the last four consecutive years. Over the last three decades, Keith has delivered his programs to hundreds of thousands of salespeople and managers in practically every industry worldwide; on five continents and in over 50 countries. Keith has written several best sellers on leadership, time management and sales, including, Own Your Day
and the globally acclaimed Coaching Salespeople into Sales Champions
, winner of Five International Best Book Awards and the #1 best-selling sales management book on Amazon.com for six consecutive years.
Let’s imagine our readers are just considering sales for their future career. Are there any signs or prerequisites which show that a candidate has chosen the right path?
KR: Aside from the candidate going through the interview process with the potential employer, there is some foundational due diligence that anyone who is considering sales position needs to do prior to accepting a position. For example, many companies require a candidate to complete some type of self-assessment or personality profile to see how much of a fit they may be for the sales, as well as for the company culture. While these tools are effective, they don’t determine the success or failure of a particular candidate. There are some candidates that score very high on these assessments, yet fail in the position. Conversely, there are some that do poorly on the assessment and become a top producing salesperson. As such, these assessments are just one tool to use in a comprehensive screening process. While it’s meant to act as a way for employers to determine whether the person is a fit, it also becomes a tool for the candidate to self-assess and identify the areas are for them to improve or develop, and whether or not they are in fact, a good fit for a sales role.
Additionally, when going through the interview process, it’s essential that the candidate comes prepared to the interview with their own set of questions so they can interview the interviewer. I wrote an article about this, which you can find here
that contains dozens of questions candidates need to ask their potential employer.
Finally, there are a few additional steps I would take if I were to self-assess whether I’m a fit for a sales position. First, I would want to interview and spend time with some of the salespeople who are currently employed with the company, both the high performers as well as the mid to low performers. Second, I would want an opportunity to shadow them for a few hours if not a full day to truly get a realistic sense of what my day would look like and what I would be responsible for. Finally, in an ideal scenario, it would be great to speak to some of the employer’s customers to get a sense of their reputation in the market and the value they deliver.