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Profile for Rob Scott, Managing Director of Aaron Wallis Sales Recruitment

You want the very best sales staff for your sales team, and to do that you need to conduct brilliant interviews (for advice on finding said talent 'how to attract top sales staff'). And we're going to look at here is seven great ways to ensure that you give a great interview, and attract the right candidates:

1) Think of the Setting What you don't want is a room at the end of the open plan office where the poor individual has to walk through all the existing members of the team so that they're nervous before they even walk into the interview room.

Recruitment is a two way thing. As important as it is for you to find the right person, it's as important for the applicant to find the right business. So, therefore, it's important that you sell to them, you get the candidate excited about your business and the role and the opportunity.

2) Plan the Recruitment Campaign  One of the key things about interviewing is planning. And that is planning not only on your structure to your interview - because the very best interviews are structured and planned beforehand. Here is a link to 75 top sales interview questions for you to look at and select the best for your process, and there's also links to competency based interviews and a very robust recruitment process checklist to help you interview effectively.

3) Read the CV  It's imperative that you read the candidate's CV prior to the interview, even if it's just getting a quick handle on them and their interests and their hobbies and what makes them tick and what they've achieved. But do know something. It means so much to candidates when it's evident that you've read their CV beforehand. If their CV seems to good to be true, we offer an independent CV verification service to give you peace of mind.

4) Set the agenda At the beginning of the meeting tell them how long the meeting is likely to be, exactly what the agenda is going to be. How I conduct interviews myself is to say this meeting is going to last between 45 minutes and an hour.

We're going to kick off by putting some meat on the bones of your CV. We're then going to go into the meat of the interview, which would be a competency based interview. There will be opportunities to ask questions throughout.

And I actively ask candidates to get involved. The very best interview, data has shown, are 60% the interviewee and 40% present the interviewer. Try and strike that balance so it's a two way thing.

5) Settle the Candidate  Kick off every interview with a settling question, something that's going to put the candidate at ease and bring the best out of them. A settling question is no more complicated than what research have you done prior to this interview? Or what do you know about our business? Or what did the recruiter tell you about the specific role? For more info on how to relax candidates and put them at ease see 'how to relax candidates'.

It doesn't have to be any more than that. But because most candidates will have researched, it means that they can relax, they can settle, they can get this information out of all the research that they've done. And straight away, they're calmed down, they're relaxed, and you're going to see the best of the applicant.

6) 'Sell the Sizzle'!  When you conduct interviews, you've got to set the environment so the candidate really is passionate, enthusiastic, and wants to join your business. I've no doubt at all that your business has great direction, great focus, fantastic products that are unique in the marketplace. You've won awards. You've won competitions.

You've got a very tight knit team. You've got very low staff attrition, all of these fantastic things. Think about it beforehand so that when you meet candidates at the sales interview, you really are selling your business and making them want to join your organization.  See The Importance of Selling to Candidates at Interview.

7) Feedback  Finally, feedback is so important. Business is such a small world. And I've meet tens, hundreds of candidates who have been for interviews and never heard if things were going to move forward or not.

Always let the recruiter know if they're not going to move forward. If it's a direct applicant, in short, they get a nice email or a nice letter turning them down. That means that they'll always leave your business with a positive image. You never know, one day they might be an employee of the future. Here's our tips on 'how to give candidates feedback'.

Also if you've conducted anything like psychometrics or skills testing or whatever it may be as part of your process, give that to the candidate so that they've got that for future reference. So I hope this video has given you seven ways to conduct brilliant interviews. Really good luck with interviewing your sales applicants.

 


About The Author


Robert Scott, Managing Director of Aaron Wallis

Robert Scott

Managing Director at Aaron Wallis Recruitment

Rob is the Managing Director of Aaron Wallis Sales Recruitment, a national recruitment agency specialising in sourcing sales and marketing staff for businesses across a broad range of commercial sectors. Before setting up Aaron Wallis, Rob spent ten years at a specialist Sales and Marketing recruitment division of a £0.5BN recruitment group, leaving in 2007 as Marketing & Sales Director to establish Aaron Wallis.

With over 20 years experience in recruitment, Rob is a History graduate with a PgCert in Management Practice and a trusted authority in the sales industry; in 2013 leading the most extensive survey of sales professionals in the UK. From guiding employers through the recruitment process to helping candidates find their dream job, Rob's advice has been quoted in leading publications such as Business Insider and The Independent, as well as OnRec, who host The Online Recruitment Awards every year.

Find out more about Rob here.

 

 


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In an industry where people over promise and under deliver, Rob and his teams have consistently provided a high-quality service. It is great to deal with someone that has an excellent understanding of UK industry, and a passion for sales.

Sales Manager, TR Fasteners

Rob’s knowledge of the recruitment industry and his thoughts and how to make it better for his clients have always been eye opening. I would recommend Rob to anybody who is looking for a professional, knowledgeable and flexible recruitment specialist.

CEO, Friday Ad Online Services

I found Aaron Wallis to be very professional and efficient, taking time to understand the role and the type of candidate we were looking for. The candidates they put forward met our criteria and were of a high standard. The service they provided was exemplary and I would have no hesitation in recommending them, and will certainly consider using them again in the future.

HR Assistant, Fischer Connectors Ltd

I have used Aaron Wallis to fill a number of our Sales Development Manager roles and I have found them to provide a very professional service. I will use their services again in future recruitment campaigns.

HR Business Partner, Greene King

We were impressed not only by the quality of candidates you found for us but also the level of information, preparation and qualification you put into the process. You continually kept us informed of each person’s feelings about the process, which is very important but often overlooked. I am looking forward to working with your company again in the future.

Commercial Director, Incentive Facilities Management

Rob is a true recruitment professional that goes the extra mile that I have never experienced from any other recruitment agency before. If you need sales people call Rob or someone in his team, as they really are experts in sales recruitment.

Sales Director, Inside Business

Giles Phillips is a rare find in the minefield of sales recruitment; an honest and thoughtful recruiter who considers the needs of both the client AND the candidate to create perfect role matches. I look forward to working with him again in the future.

Marketing Director, City of London Police

Thanks for all your help during the recruitment process. I have been extremely impressed with Aaron Wallis especially when compared to other agencies we have dealt with. I really felt you grasped the type of person we required and found strong candidates.

UK Sales Manager, Nexcom

Aaron Wallis has continuously provided us with suitable candidates that have been proactively sourced. Having used countless recruitment companies, Aaron Wallis are the only company that I can count on to deliver.

Managing Director, JARK Healthcare Recruitment

Giles is highly professional and was a pleasure to work with. He achieves excellent results through his personable skills and tenacity. I have no hesitation in recommending Giles to anyone who considers employing his services.

Commercial Director, G4S Government & Outsourcing Solutions

I just wanted to thank you for your help with our recruitment process which went very smoothly and has – we hope – found us just the person for the job!

Managing Director, Citrefine International Ltd

We appointed Aaron Wallis in February and the successful candidate, out of the six which Aaron Wallis introduced, was able to join Alphametrics before the end of April. The whole process took less than three months. I would recommend Aaron Wallis’ services to others without hesitation.

Chief Financial Officer, Alphametrics

Since joining DSGi, Rob has been a supplier of permanent staff and has performed to an extremely high standard, successfully filling 98% of roles he has worked on. If anyone is looking for a good sales and marketing based consultancy with an informal yet professional approach, I would recommend Rob.

Senior Recruitment Consultant, DSG International

Understood the type of person we were looking for and good follow ups - not too frequent.

Managing Director, bigHead Bonding Fasteners Ltd

I really liked the YouTube presentations which made the service seem both simple and accessible. The company came to see me, and my management team, at short notice to present their service and I liked the support and advice that I received about maximising the results from the applicant.

Managing Director, Leisuresec plc

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ABOUT OUR SALES RECRUITMENT SERVICE

Perfect from start to finish. Simon deserves a shout out. Best recruiter there is. If you need a job, this guy will get you one. He's like the super man of recruiters. Top man, can't recommend him enough.

M. Crisp, Candidate

Aaron Wallis helped me secure a position I really wanted. Giles saught to keep me updated with all the details preceding interviews and after with feedback. I would highly recommend Giles and Aaron Wallis Sales Recruitment.

L. Taylor, Candidate

A great recruitment company to work with. Excellent experience with Aaron Wallis through the entire recruitment process. The team was really professional and extremely helpful. Darren was a pleasure to work with. He was friendly, supportive and gave me great advice. Thank you very much!

A. Bauchet, Candidate

Excellent experience from first contact to ultimately securing a suitable placement. Giles looked after me in a very professional and friendly manner. He used his expertise and experience to ensure I was put forward for the most suitable positions for my skill set and found me a new role very quickly. I can't recommend Aaron Wallis Sales Recruitment highly enough.

M. Green, Candidate

Fantastic service, helped me find my ideal job quickly and smoothly. Would highly recommend them

C. Caine, Candidate

I've had a really good experience working with Giles Phillips at Aaron Wallis. From initial contact to the finer details of securing the job, he has been very professional and a pleasure to work with.

M. Shutt, Candidate

Excellent service, very professional and friendly, would and have, recommended Aaron Wallis.

E. Heley, Candidate

Aaron Wallis is an outstanding recruitment agency specialising in high calibre sales positions. I was working directly with Darren Dawrance who went above and beyond my expectations in sourcing me my perfect role. I was kept in regular communication with Darren and he worked extremely hard on securing my dream job. Highly recommended and Thanks Darren for all your expertise and hard work.

R. Sealy, Candidate

I can honestly say that the time and expertise you gave me was way beyond any other recruitment consultant I dealt with. You are a rarity in your industry.

S. Akers, Candidate

The Recruitment agent I used, Simon, was extremely helpful and really went the extra mile to ensure all of my questions were answered, and that I felt as comfortable and prepared as possible. Very professional company and would definitely recommend to others. Thank you Aaron Wallis!

A. Callaby, Candidate

Very good advice and support was given during the course of the interviewing process. Potential job seekers would be well advised to use this company whilst looking for their new career.

R. Speakman, Candidate

Aaron Wallis (and in particular Rob Scott) have been fantastic throughout the recruitment process, and even a few months down the line, still continues to care. Rob clearly cares about each individual and has a wealth of knowledge and expertise, which shows in the work he does. Each candidate is not just a number, and the support received from Aaron Wallis has helped me get a career which I truly enjoy.

M. White, Candidate

Less than two weeks after joining Aaron Wallis I was offered my new job. I got a £10,000 rise in my basic salary, car allowance, a laptop and many other perks, which will help to further my career. I definitely would not have found my dream job without the help of Aaron Wallis.

C. Hoy, Candidate

Good swift process with Aaron Wallis, informative regarding the role and the process was moved at a good pace with healthy interaction. Would recommend them to anyone pursuing a change.

S. Bartlett, Candidate

I have to say coming across and having dealings with Aaron Wallis proved to be very successful. Being highly experienced did not seem to count for much during my job search bit a conversation with Robert Scott gave me a real confidence boost and enabled to get a position at the age of 63. Great service!!!!!!

D. Burgess, Candidate

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