Your company has budgeted to hire one new salesperson and determined that hire should come from within the industry. Through your recruiting efforts, you’ve surfaced three candidates…all with the desired industry experience.

During the interviews, they all sound great! Why? They all know the industry buzzwords, the competitive landscape and the product fundamentals. Given the budget (which is non-negotiable) to only hire one salesperson, you are stuck because all three candidates seem to be strong salespeople. Or, are they?

What screening techniques and interview questions will you use to figure out which of the three (if any) is the right person to hire for your sales team?