Show Me the Money – Should Sales Candidates Ask? - Safari Solutions

Show Me the Money – Should Sales Candidates Ask?

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Some of my clients get annoyed when sales candidates ask about compensation early in the interview process. Employers prefer sales candidates to fall in love with their company and the overall opportunity, first. But it shouldn’t be alarming to discover that it is all about the money. The ability to make more money in a new opportunity could be the sales rep’s sole motivator for a job change. And, that is not necessarily a bad thing. Let’s be honest, aren’t sales people supposed to be money hungry?

Here are three reasons why employers should embrace sales candidates who talk about compensation.

1) Good sales people are comfortable talking about money.
2) Good sales people “qualify” situations before spending time.
3) Good sales people strive to shorten the decision process.

The best sales professionals are comfortable discussing money with prospects early in the sales process. Asking questions that uncover a prospect’s budget is important. Good sales reps don’t want to waste time with prospects that will not or cannot buy.

If your reps avoid “money” questions in the sales process, this could represent a personal belief that money is a taboo subject. Think of it this way, if you were asked in an interview how much money you made last year, would you share this information openly? If your neighbor asks you how much you paid for your new car, would you tell him? If you answered “no” to either one of these questions, it is possible that you may be uncomfortable talking about money.

Sales reps who ask questions early about compensation in the interview process are “qualifying” your opportunity. This is a good sign that they are comfortable talking money, value their time and yours, and can quickly qualify opportunities that shorten the decision process.

One of our interview strategies is to ask sales reps to reveal their compensation for the past 3 years. Years of interview experience tells me that the best sales reps are eager to share the information. It is their badge of success. And, transparency upfront usually works in both the employer and candidates favor.

Learn more on how to handle compensation questions during the interview process with sales candidates.

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