“Role-playing can help expedite the hiring process as the last thing you want to do is have a long and drawn-out process that might dissuade great candidates from joining your company.” – James Craig in today’s Tip 880
Does your company use role-playing in its sales hiring process?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today we continue our Teams Win Championships book launch series with another of the co-authors, James Craig. James is a founder of various entrepreneurial ventures with his current company, focused on monitoring and control of complex systems with solutions in communications, health, and onboard ships. James is a former Canadian Navy engineering officer who has been working in the IT sector but loves to play hard on the water and in the snow. He lives in Canada but gets to travel the world with work and pleasure. Here he is:
James Craig: Hey podcast listeners, another daily tip for you. The use of role-playing in the sales hiring process.
You want to be able to assess who you are bringing into your sales team. If you make the right decision, then it can bolster your team to great success. Make the wrong decision, and it can bring down your team’s numbers or even cripple your company. If you want to see how your sales team member will look like in front of a customer, get the candidate to actually create a 5-minute presentation and pitch an idea to you. You will be able to assess their communications skills, their critical thinking skills, and even their integrity in the sales process. Ask some questions to the candidate a few different ways and see if the message is consistent. And ask them what some of the most difficult problems they solved and more importantly, how you solved them. This really separates out the ones that say that they are great to the ones that actually did the work. You can also assess how creative the individual is in their responses especially when you have some tough questions for them. I also think role-playing can help expedite the hiring process as the last thing you want to do is have a long and drawn-out process that might dissuade great candidates from joining your company.
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!