1.
Briefly tell us a little about the nature of your business? What
products/services do you sell and to whom. What is unique about your
business?
2. How would you classify this sales position? (Click on selection for a detailed explanation)
Professional Sales Customer Service Sales Inside or Retail Sales Other:
3. Do you have a job description or copies of ads for this position? Yes No If so, click here to send as an email attachment.
4. Are you able to identify the top performers?
Yes No
5. Would you consider testing the top performers to identify common success traits? (If the successful performers have already been tested by us please provide their names.)
Yes No Name 1 Name 2 Name 3
6. How many people does your company presently employ in this position?
7. How long should it take for a new salesperson to become productive?
8. Is it inside or outside sales? Both?
Inside Outside Both What percentage inside? % What percentage outside? %
9. What is the major focus in the position?
Customer service New business development Both If both, what percentage is Customer service? % What percentage is new business development? %
10. Is the sales person expected to prospect for new sales?
Yes No If yes, is the rejection that the sales person experiences when prospecting harsh? Yes No Somewhat
11. Does the sales representative maintain relations with the customer after the first sale is made?
Yes No Please explain.
12. Are sales leads generated for the sales representative?
Yes No If yes, what percentage of the time?. %
13. How is the sales person compensated?
Salary:Yes No Draw against commission:Yes No Commission:Yes No
14. Is an incentive orientation important? Yes, No, Somewhat
15. How long does it take to get a sale?How many calls?
16. Are you looking for an assertive closing style? Yes, No, Somewhat
17. Is the sales position structured or unstructured in nature (reporting, procedures, management involvement) Yes, No, Somewhat
18. Who does the sales representative report to (sales manager, supervisor etc.)
What is your desired level of interaction between them. Close daily contact, Once per week, please specify.
19. Are your products/services technical in nature? Yes, No, Somewhat
20. Are the prospects/customers technically knowledgeable. Yes, No, Somewhat
21. Is there a lot of paperwork(detail) to attend to by the sales representative? Yes, No, Somewhat
22. Is the pace of the sales position:
fast, multi-tasking routine, predictable
23. What is the yearly turnover rate for this position?
24. Is job turnover an important concern? Yes, No, Somewhat
25. What are the 3 most common reasons for failure in this position?
26. What are the 3 most common reasons for success in this position?
27. What top 10 descriptors (i.e. assertive, self-starter, high energy, organized, click here for more suggestions) would you use to describe the ideal person for this role? Try to list them in order of importance.
28. In your own words try to describe the ideal person for this sales role.
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