I often get called upon by my clients to interview potential sales representatives for their teams. It is easy to be swayed by their engaging personality, smooth style, or polished appearance. However, there are two things that I always seek. My experience has been that these two qualities are the greatest indicators of future success... and also good indicators of exceptional leadership. They come down to accountability and a willingness to learn. First, an example from politics.
The Buck Stops Here
In the recent debate over gun control, congress did not pass President Obama's proposed bill. The President gave an address assigning blame to Congress, the NRA, and Republicans. Whether you agree or disagree with who is responsible, recognize that such a statement decreases the chance of getting things done (see this other article about
). Look at history:
When Harry S. Truman, another Democrat, served as president, he became famous for the sign on his desk that read "The Buck Stops Here." During his farewell address to the American people, Truman said "The President--whoever he is--has to decide. He can't pass the buck to anybody... That's his job."
When the bill failed in the Senate, what if President Obama had said "I failed to do a good enough job educating the lawmakers about why this was so important and why it was a no-brainer for them to give it their full support." By taking responsibility, it would signal that he needed to do something more. It would have been the ultimate example of the buck stopping here. Rest assured, the American people would have assigned blame to the right people (depending on your point of view).
How This Applies to Salespeople
Salespeople are notorious for making excuses. "The dog ate my homework" was probably first penned by someone who eventually pursued a career in sales. I have some favorites that I have heard:
- The competition undercut our price;
- The client made a stupid decision and picked another vendor;
- We got railroaded/deceived/cheated;
- The project was wired from the start.
The common thread in each of these is the lack of accountability.
My Favorite Interview Question
Of all of the interview questions, I get the most insight from the following: "Describe a big deal that you lost, and why you lost it." The answers will either fall into the category of making excuses, or taking accountability. I look for accountability. Essentially "The buck stops here." "I got outsold," or "They bought from his nephew, but I should have known he was in the mix" are both good examples of accepting responsibility. I look for candidates who feel there is something they could or should have done differently. This shows a sense of responsibility and an open mind that is ready to learn new things.
Open Minds
When working with top professionals, there are two types of people in the room: A) Those who think they already know everything; and B) Those who know there is always more to learn. It is ironic that the top performing sales professionals and executives are the ones who are always open to learning new things. You might think the top performers already have the answers. In reality, they are constantly learning and taking their craft to the next level.
So, the next time you are looking for a superstar sales performer, ask questions to determine their sense of accountability and willingness to take constructive feedback and learn. If so, you might have a future rainmaker in your midst.
Our 2024 Coverage Needs You
It's Another Trump-Biden Showdown — And We Need Your Help
The Future Of Democracy Is At Stake
Our 2024 Coverage Needs You
Your Loyalty Means The World To Us
As Americans head to the polls in 2024, the very future of our country is at stake. At HuffPost, we believe that a free press is critical to creating well-informed voters. That's why our journalism is free for everyone, even though other newsrooms retreat behind expensive paywalls.
Our journalists will continue to cover the twists and turns during this historic presidential election. With your help, we'll bring you hard-hitting investigations, well-researched analysis and timely takes you can't find elsewhere. Reporting in this current political climate is a responsibility we do not take lightly, and we thank you for your support.
Contribute as little as $2 to keep our news free for all.
Can't afford to donate? Support HuffPost by creating a free account and log in while you read.
The 2024 election is heating up, and women's rights, health care, voting rights, and the very future of democracy are all at stake. Donald Trump will face Joe Biden in the most consequential vote of our time. And HuffPost will be there, covering every twist and turn. America's future hangs in the balance. Would you consider contributing to support our journalism and keep it free for all during this critical season?
HuffPost believes news should be accessible to everyone, regardless of their ability to pay for it. We rely on readers like you to help fund our work. Any contribution you can make — even as little as $2 — goes directly toward supporting the impactful journalism that we will continue to produce this year. Thank you for being part of our story.
Can't afford to donate? Support HuffPost by creating a free account and log in while you read.
It's official: Donald Trump will face Joe Biden this fall in the presidential election. As we face the most consequential presidential election of our time, HuffPost is committed to bringing you up-to-date, accurate news about the 2024 race. While other outlets have retreated behind paywalls, you can trust our news will stay free.
But we can't do it without your help. Reader funding is one of the key ways we support our newsroom. Would you consider making a donation to help fund our news during this critical time? Your contributions are vital to supporting a free press.
Contribute as little as $2 to keep our journalism free and accessible to all.
Can't afford to donate? Support HuffPost by creating a free account and log in while you read.
As Americans head to the polls in 2024, the very future of our country is at stake. At HuffPost, we believe that a free press is critical to creating well-informed voters. That's why our journalism is free for everyone, even though other newsrooms retreat behind expensive paywalls.
Our journalists will continue to cover the twists and turns during this historic presidential election. With your help, we'll bring you hard-hitting investigations, well-researched analysis and timely takes you can't find elsewhere. Reporting in this current political climate is a responsibility we do not take lightly, and we thank you for your support.
Contribute as little as $2 to keep our news free for all.
Can't afford to donate? Support HuffPost by creating a free account and log in while you read.
Dear HuffPost Reader
Thank you for your past contribution to HuffPost. We are sincerely grateful for readers like you who help us ensure that we can keep our journalism free for everyone.
The stakes are high this year, and our 2024 coverage could use continued support. Would you consider becoming a regular HuffPost contributor?
Dear HuffPost Reader
Thank you for your past contribution to HuffPost. We are sincerely grateful for readers like you who help us ensure that we can keep our journalism free for everyone.
The stakes are high this year, and our 2024 coverage could use continued support. If circumstances have changed since you last contributed, we hope you'll consider contributing to HuffPost once more.
Support HuffPostAlready contributed? Log in to hide these messages.