Dig deep when conducting an interview.(Sales Management)

Powersports Business, November, 2004 by Sutton, Gart

This is the fifth in a serics of articles that addresses the issue of hiring the right salespeople for your dealership.

When dealing with a job applicant, don't take all answers or information at face value. Dig deeper and check the following subjects carefully:

* Employment dates. If substantial amounts of time exist between jobs, check out what your applicant was doing. These long "fishing trips" may indicate a lack of the dedication and focus you're looking for in a long-term salesperson.

* Claims of past income levels. Ask for the actual amount from their W-2 ...