Would You Hire A Product Salesperson to Sell Services?
The Situation
Henry has been a rock star salesperson selling products for three different companies over the past ten years. He is now interviewing for a sales position with your services firm.
During the interview, he has had great answers to all of your questions. Henry is polished and has a great track record.
There’s one glaring concern that you and your leadership colleagues are struggling to reconcile. Henry has never sold services before. The team wonders, if a salesperson has not been exposed to selling services, if he will succeed.
Your Challenge
Should they hire Henry? Why or why not?
Is there an evaluation technique/interview question(s) that you recommend using when evaluating sales candidates who would be selling services?