The right way to check a salesperson's references

01/31/2013 | A Sales Guy blog

As a sales leader, you should personally check the references of job candidates before hiring them, writes Jim Keenan. While talking to references, explain the nature of the job for which the candidate is being considered and then ask a few questions. "Ask them where they think the person would excel and where they might struggle. Ask for examples of where this person has been successful doing similar things before," he recommends.

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