Soft skills training is essential for all individuals who are responsible for hiring sales staff. It is worth considering some of the theory behind the questions asked at interview. Broadly speaking, the questions fall into four categories.

Firstly, there are questions about general skills. That is, the knowledge required to do the routine aspects of the work. This will include covering areas such as education and basic training, a candidate’s understanding of the role being discussed and their understanding of the sales process.

The next area is that of product knowledge. The amount of product knowledge required varies enormously from business to business. The crucial thing to understand before the interview is how your particular customers make their buying decisions.

Similarly, how far does a candidate need to understand your industry and indeed your customers’ industries?

The final main area relates to the interviewee’s leadership skills. This is often overlooked. Even though a salesperson may not have any supervisory duties they still need leadership skills. Self leadership is the name of the game as they must be entrepreneurs with self-confidence and with excellent communication skills.

It is always worth devising an interview process which enables a number of your staff to be involved.