Think you could become a stronger interviewer of sales candidates you're looking to hire? Hi, I'm Jim Pancero, helping you and your team be more effective in selling today. And one of the ways we can do that is to improve the effectiveness of your ability to interview and select the best sales candidates to join your team. I have found that most sales managers don't ask wide enough range of questions. All they do is ask about former work experience and what customers you sold to and what you sold. What we want to do is expand the questioning. There are four sets of questions you might want to consider expanding to also ask on the next time you interview a candidate. The first is asking about their attitude and energy, how they keep working hard, how they deal with rejection, and how they stay motivated. Asking about their and observing their personal selling skills. So they even understand the steps of a sales call. How to handle objections, how to ask questions, how to present, and how to close. They also need to understand what are the multiple steps of their selling processes. What do you do from the time you identify a new opportunity till the time you close in the sale? Tell me how you're going to maintain and support a customer from January 1st to December 31st. How are you going to get higher, wider, and deeper? These are all multiplestep account planning and control questions to see the insights of where this person really is and if they'll be effective on your team. And then the final thing is to ask them about their messaging and positioning, how they can communicate more value and uniqueness and how that's worked for them in the past. It's tough hiring salespeople today and finding out exactly what you want. But one of the great ways to do that is to make sure you ask better questions in your interviews so you have a better selection of candidates to finally decide who you want to hire. Because if you do that, you might even be able to sell even more.