How to Spot the “Salesman” in a Fresher

photo © 2009 Sven-Christian Kindler | more info (via: Wylio)As a startup, one doesn’t have the luxury of offering attractive salary packages. Neither do experienced and suitable folks want to join a startup for “obvious” reasons. This leaves entrepreneurs with little choice but to go the “Fresher” way, which I admit, is not that bad at all. Of course, you’d be willing to hire a fresher only if your product/service gives scope to let a newbie go out in the market to sell. Ours is not really a big ticket contract or huge IT project kind of work, hence taking in freshers has always been useful for us.

I’ve taken well more than a hundred interviews in my life so far. A huge chunk of these interviews were with freshers. Based on my observations, I’ve prepared a quick list of reference points on “How to spot the Salesman in a fresher”.

Is he confident enough?
This is a tried-n-tested method I often start off with. A fresher tends to get nervous during interviews due to his lack of experience. However, some freshers realize this in advance and make an extra effort to come mentally prepared to show their confidence or act confident even if they’re not. That’s a sign that he’s mentally in control of the situation.

Check his conversation making ability
Give him chances to talk about his experiences in life, beliefs, values, childhood, etc. Try to respond selectively in order to be equally involved in the conversation, without ever taking the lead. Sales people need to know how to “talk” and give direction to the conversation, and if he’s able to pull off good conversations with you, it’s a good sign.

Push his aggression
Catch something from his conversation that seems close to his heart/belief, and turn completely against his stand on that topic. Gauge how well he responds to your offensive. Does he buckle in, or is he firm on his ground. Is he able to convince you in his favor?

How large is his network of friends
Larger the better – that’s my observation. I strongly believe that a good salesman can make best friends waiting at a bus stop. Networking is one of the biggest skills of a successful salesman.
Psst: I’ve also observed that good flirts make great salesmen too.

Give him a surprise test
This can be very subjective based on what you’re selling. I’ve come up with my own test where I ask him to sell a ball pen (or the concept of a ball pen) to me – I am supposed to be a stubborn old fashioned ink pen (fountain pen) user, who doesn’t believe in new age ball pens. It works most of the time; I’m able to judge their presence of mind, convincing abilities, tenacity, etc.

Have you sold/convinced anything/anyone ever?
I like freshers who’ve acquired sponsorships for college festivals, or sold mobile phones after college hours, run some minor parallel business within college campus, etc. They tend to be more enterprising and easy to mold into a sales role.

Ask him “why should I hire you?”
I sometimes use this in the end of the interview if I’m not completely sure about the candidate or if I want to clear my doubts. This question gives him a final chance to redeem his points and stay in the fray. The answer here must have a spark that gives you confidence in him, perhaps a minor speech that makes you smile and say, “now that’s what I wanted”.

Hope this helps you in your hiring efforts. What do you think? Do share your comments/experience/suggestions.