Hiring "competitive" salespeople is a goal for many, but how do you truly identify that competitive spirit during interviews? It's not just about former athletes; there's more to it. In this blog post, we'll explore three of the six interview questions that can help you distinguish competitive salespeople from the rest.

The Quest for Competitive Salespeople

Sales leaders often yearn for a team of highly competitive individuals, believing they'll be the driving force behind revenue success. However, the challenge lies in recognizing that competitiveness isn't limited to sports or athletics. It's a multifaceted trait that can manifest in various aspects of a person's life.

To create a winning sales team, you must have the ability to identify the "competitive edge" in your candidates. A former athlete may display excellent teamwork and a winning spirit on the field but might not possess the competitiveness needed in the sales world. Similarly, individuals with no athletic background can excel in sales due to their competitive nature. The key lies in asking the right questions during interviews.

The Competitive Interview Questions

Here are three of the six interview questions that can significantly improve your chances of hiring competitive salespeople.

1. When was the last time you were competitive?

• Give the candidate some time to reflect and respond.
• Follow up with, "Can you provide another recent example?"

This question is crucial because it assesses the frequency of the individual's competitiveness. Competitive salespeople don't save their drive for special occasions; they consistently aim to outperform and win, whether it's at work, home, or in sports. Look for candidates who can readily provide multiple recent examples of their competitive nature.

2. Where do you rank on the sales team?

• Allow the candidate to share their current ranking on the sales team.
• Seek their permission to contact their boss for verification.

This question delves into their standing within the sales team. Competitive salespeople usually rank at or near the top. Their willingness to allow you to verify their claims by contacting former bosses is a sign of their confidence in their performance. This transparency indicates they have nothing to hide and are genuinely competitive.

3. Tell me about the most competitive situation at work. How unusual was it for you?

• Encourage the candidate to describe a competitive scenario at work.
• Assess their perspective on the uniqueness of the situation.

This question helps you understand how the candidate perceives competitiveness in their work environment. Competitive individuals thrive in situations where they compete with co-workers or rival companies over a customer. They consider these scenarios commonplace, showing that competitiveness is inherent in their professional life.

Beyond Sports: Competitive Sales Hiring

It's essential to move beyond the stereotype of hiring former athletes as the most competitive salespeople. While athletic backgrounds can be an indicator, they don't tell the whole story. As seen in the questions above, what truly matters is a consistent and inherent competitive drive. By asking these questions during interviews, you can better evaluate candidates for their competitive potential.

PS: These competitive interview questions are inspired by the book "Never Hire a Bad Salesperson Again" by Dr. Chris Croner.

Ready to Dive Deeper?

If these three questions have piqued your interest, there are three more waiting to be explored. If you want to discover the remaining interview questions that can help you gauge a candidate's competitiveness, along with a total of 71 other insightful salesperson interview questions, consider downloading our comprehensive interview template. It's the perfect resource to enhance your hiring process.

Get my free, ready-to-go interview template with 77 salesperson interview questions. Download it here: Interview Questions to Ask Salespeople