{"id":1542,"date":"2015-11-10T08:00:33","date_gmt":"2015-11-10T13:00:33","guid":{"rendered":"https:\/\/www.peaksalesrecruiting.comblog\/sales-lies-and-interviews\/"},"modified":"2018-07-27T19:41:04","modified_gmt":"2018-07-27T19:41:04","slug":"sales-lies-and-interviews","status":"publish","type":"post","link":"https:\/\/www.peaksalesrecruiting.com\/blog\/sales-lies-and-interviews\/","title":{"rendered":"Sales, Lies, and Interviews – How to Get the Truth From Sales Candidates"},"content":{"rendered":"

\"Lying<\/p>\n

Peak conducts\u00a0tens of thousands of sales interviews a year. The majority of candidates with whom our interview teams meet with are ambitious, capable, diligent, and accomplished professionals looking to advance their career. And quite simply, honesty is profitable.\u00a0However, from time to time,\u00a0we come across those candidates who are inclined to bend the truth about their career accomplishments.<\/p>\n

Furthermore, some candidates are remarkably good at lying\u00a0and if it weren\u2019t for a series of useful tests and tricks we employ, they might slip through\u00a0our process<\/a>\u00a0undetected. Luckily it is easy to spot most liars since they overconfidently assume they are smarter than the rest of us and that no one is on to them \u2013 arrogance is usually pretty easy to catch.<\/p>\n

That\u2019s why our\u00a0assessment team offered to share the five most common lies they\u00a0hear in interviews, what they actually mean, and how interviewers can extract the truth.<\/p>\n

1.<\/strong>\u00a0\u201c<\/strong>I was laid off but it had nothing to do with my performance\u201d.<\/strong>\u00a0<\/strong><\/h3>\n

Real meaning<\/em>\u00a0\u2013 My previous employer didn\u2019t feel I performed well enough to keep me on the team, but was kind enough to lay me off rather than fire me. It is almost always about performance and employers rarely part with a performer without a fight. (Related lie \u2013 I was on contract and left because the contract ended.)<\/p>\n

How to get the truth:<\/strong><\/span>\u00a0Request the candidate\u2019s performance metrics over the past 5+ years.<\/p>\n

2. \u201c<\/strong>I can\u2019t use my previous manager as a reference because I am not sure where they are now.\u201d<\/strong><\/h3>\n

Real meaning<\/em>\u00a0\u2013 We didn\u2019t have a strong relationship when we worked together and still don\u2019t. Previous employers offer significant insight into what it is like to employ a candidate.<\/p>\n

How to get the truth:<\/strong><\/span>\u00a0Request the candidate to provide you permission to contact other members of their sales team to describe their experience with the manager.<\/p>\n

3. \u201c<\/strong>I wasn\u2019t able to be successful at my last company because the company didn\u2019t support the sales team.\u201d\u00a0<\/strong><\/h3>\n

Real meaning<\/em>\u00a0\u2013 I need the sun, moon and stars to line up in order for me to make a sale. Top performers let nothing get in the way of closing business and don\u2019t have time for excuses.<\/p>\n

How to get the truth:<\/strong><\/span>\u00a0Request that the candidate describe how they have successfully overcome challenges in their sales career. Be on the lookout for patterns in their ability to meet or exceed their sales targets in previous roles.<\/p>\n

4. \u201c<\/strong>My career is not about the money.\u201d<\/strong><\/h3>\n

\u00a0<\/em>Real meaning<\/em>\u00a0\u2013 I don\u2019t know how to make money or how to negotiate a good compensation package. Businesses exist to make profits and people work for money. Anyone who says it isn\u2019t about the money probably doesn\u2019t have much. Except in rare instances, it is about the money.<\/p>\n

How to get the truth:<\/strong><\/span>\u00a0<\/strong>Ask\u00a0why the candidate is in sales. Ask about their lifestyle outside of the office and if they would take a\u00a0pay cut\u00a0to join your company.<\/p>\n

5. \u201c<\/strong>I worked for my wife\u2019s consulting business for a year and a half.\u201d<\/strong><\/h3>\n

Real meaning<\/em>\u00a0\u2013 I interviewed for a year and a half, but couldn\u2019t find employment, so I have put my wife\u2019s home business on my resume to fill the gap. This is not a lie if candidate successfully closed several thousand deals\u00a0and made his wife a millionaire.<\/p>\n

How to get the truth:<\/strong><\/span>\u00a0Ask the candidate why they are still not interested in working for the business.<\/p>\n

If you have other lies you have seen, please post them below\u00a0and we\u00a0will be happy to share them with our readers.<\/p>\n

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