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9 No Fluff Questions to Screen Sales Reps

Non-Fluffy Questions to ask Sales Reps, Uber lands a former Tesla exec and OpenAI Teams Up with Condé Nast

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The Deputy
August 22, 2024

“A salesman minus enthusiasm is just another clerk ."

Harry F. Banks

AI & ChatGPT Mini Crash Course - Eliminate workplace burnout & save 16+ hours every week. Learn 20+ AI tools, prompting techniques & hacks for free.

But first a Sumato Coffee break story…

As the day winds down, sipping on that late-afternoon Sumato might seem tempting, but it’s a trap! Caffeine lingers in your system, potentially disrupting your sleep for up to 8 hours. To ensure you get the restful night’s sleep you deserve, it’s best to enjoy your last cup of coffee well before dinner. A good rule of thumb is to stop by mid-afternoon, allowing your body to wind down naturally as bedtime approaches. ☕️

In today’s email:

  • Job News: 9 Non-Fluffy Questions to Screen Sales Reps: No Fluff, Just Results

  • Overheard at coffee: Uber’s New EV Trailblazer: Will former Tesla supercharging exec, Rebecca Tinucci Drive the Future?

  • Trending AI News: OpenAI Teams Up with Condé Nast: AI Meets High Fashion and Wit

  • Hot Jobs: (keep scrolling down ⬇️)

  • Recruiting Fails: The Tale of the Technical Job Interview Test: When a Fail Isn’t the End ❌

Job News

At Ramp Talent, we are hiring many sales, revenue and marketing candidates recently and hiring sales professionals is NOT easy. The good ones do not want to leave their current job because they have built up a network and are making good money. The good, but “liar” sales reps are the ones who are good at selling themselves but you later learn they can’t focus on the job and have commission breath so bad that it scares away all the customers. 

I admit it. It is hard to hire good salespeople. Below are 9 No Fluff, Just Results based questions you should be asking your sales candidates. 

*Note, these aren’t your fluffy HR questions. These questions get to real numbers and facts but they will weed out most bad sales reps. 

So, you're about to interview a sales rep? Buckle up! It's time to channel your inner Sherlock and sniff out the top performers from the serial excuse-makers. Here’s your guide to asking the right questions that get past the buzzwords and into the nitty-gritty.

1. Resume and Profile Deep Dive

First things first: don’t just skim that resume—study it like it’s the final season of your favorite show. Stalk their LinkedIn too. Find the jobs that scream, "I’m perfect for this!" and make a mental note of the roles that look fishy. Gaps in employment? Time to play detective. Find out why there are gaps, why they were hired and why they left each job. 

2. Key Background Review: AKA, Let’s Get Nosy

Before you even think about shaking hands, prep like you’re heading into battle. Highlight anything that doesn’t quite add up and plan your attack. “Oh, a two-year gap in 2018? Fascinating. Let’s dig into that.” And don’t forget to grab the names of their former bosses—those references could be your golden ticket.

3. Show Me the Money: W-2s, Please

This isn’t just about being thorough; it’s about catching a potential Pinocchio in action. Ask for those W-2s. If their claimed earnings don’t match, you’ve got yourself a red flag waving proudly in the wind. It’s okay to ask a Sales Rep what their highest earning year was. A great sales rep will want to talk about their top performing years and also be looking for ways to earn more than those years. 

4. Performance Check: Bragging Rights or Excuse Central?

Ask them to strut their stuff: “Tell me about your production numbers. No fluff—just facts.” Are they hitting those targets or spinning you a yarn about how the dog ate their sales report? The best ones will dive into specifics, no hesitation. They talk about how they perform and share what their routines are to drive performance. 

5. Compensation Confessions: Are You in It to Win It?

Let’s talk money—because if they’re not driven by success, why are they here? Get them to break down their comp plan and how it ties into the company’s bottom line. You’re looking for someone who’s motivated by more than just a paycheck—a real hunter. Someone who understands what they are selling and what it means to the company. 

6. The Competition Smackdown: Who’s the Top Dog?

Now, let’s see if they know the playing field. Ask them to pitch their current company’s value prop and then drop the bomb: “What about your biggest competitor?” If they can’t tell the difference, you’ve got a problem. The right candidate will know how to outmaneuver the competition and also be able to convince you their product/service they are selling is worth buying. 

7. Obstacle Course: Overcoming Sales Challenges

Closing a deal isn’t all smooth sailing. “What are the top three hurdles you face in sales, and how do you leap over them?” If they’re dodging the question or throwing up excuses, it’s a no-go. The best will give you war stories that show they can outthink and outfight the competition.

8. Twist the Knife: Change Their Mind

Every great sales rep has that one story—where they made the customer see the light. “Tell me about a time you made a client rethink their problem.” This isn’t just about sales; it’s about influence. You’re looking for someone who can shift perspectives and create new opportunities.

9. The Love-Hate Relationship: Job Likes and Gripes

And finally, the question that separates the sunshine from the storm clouds: “What do you love and hate about your job?” If they launch into a rant, you’ve got a complainer on your hands. But if they’re balanced—giving you both the highs and lows—they might just be the one.

Conclusion

There you have it—no-nonsense, tell-it-like-it-is questions to help you sift through the sales rep candidates. If they can’t stand up to this line of questioning, they’re probably not the rainmaker you’re looking for. Remember, you’re hiring a closer, not a coaster!

PS - If you think you can nail the sales rep questions above, drop us a line. We would love to talk with you and share a few exciting sales roles we are working on with our key clients.

Overheard at coffee ☕️

Uber’s New EV Trailblazer: Will Rebecca Tinucci Drive the Future?

Uber just scored a major win by bringing on ex-Tesla exec Rebecca Tinucci to spearhead its electric vehicle transition. At Tesla, she wasn’t just plugging in cars—she was plugging in deals, opening Tesla’s Supercharger network to rivals like Rivian, Ford, and GM. This savvy move didn’t just juice Tesla’s revenue; it supercharged EV accessibility across the U.S.

Now, with some automakers pumping the brakes on EVs due to consumer cool-off and soaring costs, Uber’s sticking to its guns. The rideshare giant is dead set on hitting its zero-emissions target by 2030 across the U.S., Canada, and Europe. That’s where Tinucci’s expertise comes in. Despite the economic bumps in the road, she’s the one who might just make it easier—and cheaper—for Uber drivers to switch to electric.

Buckle up; Uber’s EV journey just got a whole lot more exciting!

🚀  If you can’t beat em, join em…In a move that’s as stylish as it is strategic, OpenAI is teaming up with Condé Nast to sprinkle a little Vogue, New Yorker, and Wired magic into ChatGPT and SearchGPT. Instead of duking it out over copyright, OpenAI is playing nice with the media giants—just like it did with Time and Financial Times. The aim? To keep AI news sharp and legally sound.

Meanwhile, Condé Nast is cashing in on AI’s appetite for quality content, hoping to turn the tables on the tech world that’s been eating away at its revenue. If this trend of media companies licensing their goodies to AI continues, we might soon see bots quoting Anna Wintour—and who doesn’t want that?

🔥 Hot Jobs - $1K Referral Fee

Recruiting Fails: The Tale of the Test: When a Fail Isn’t the End

Picture this: you find a rockstar candidate who seems like they’re ready to crush it—only to find out they bombed the client’s technical test last time around. Ouch. And to make matters worse, the client has a strict no-do-over policy. So, what do you do? 

Here’s the thing: people grow, they learn, and sometimes they just have a bad day. This candidate now has the chops, the experience, and the swagger to nail that test if given another shot. Maybe he’s just not great at take-home tests but excels under real-world pressure. 

It’s a tough pill to swallow telling a candidate they’re out because of a past stumble, but hey, that’s life. Candidates, keep your heads up! That failed test might be the kick you need to sharpen your skills and come back stronger. Remember, it’s not about the fall—it’s about how you get back up and crush it next time.

Do you have recruiting Fail Stories?Reply with your epic fails – we'll feature them. Own your blunders, embrace vulnerability, and let's all level up together.

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