What questions do you ask when hiring a
- media rookie, but someone with selling experience?
- media veteran?
My experience is that a salesperson with no media experience becomes furstrated and will have a difficult time selling an intangible product...unless they know a LOT of people.
With a media veteran, you need to make sure they haven't bashed other media sources and can articulate the advantages of your property without looking like he's talking out of both sides of his mouth. Also, is he open to new ideas and training.
Rookie or veteran, I'd be inclined to get the individual's take on a wide range of important issues, in a conversational setting similar to that of our meetings with clients. His or her answers would, of course, lead to other questions and categories. But just for starters:
Why do you want this position? Why this company?
What do you hope to accomplish as a member of our sales team?
What is advertising? Why is it important?
What are the attributes of a successful advertising campaign?
What do you perceive your role to be in the relationship with a client?
What strengths do you bring to the table? Where would you like some help?
The late Jim Williams created a multiple page questionnaire filled with probing questions, some of which probably would not pass EEO muster today. But I know a number of successful broadcasters who have used Jim's original "knock-out form" as a template, fine-tuning and improving upon it, for the purpose of dissecting candidates for a sales position. I know of at least a couple RSC members who are most familiar with this. Perhaps they'll take a few moments to share their insights.
