Interview Secrets: How to Find the Real Superstars

You’ve sorted through heaps of CVs, and now it’s time to find the real gems among the top candidates. Here’s how to pinpoint the true superstars: Unwind, Explore, and Test.

Unwind: Make Them Comfortable

Don't start with an interrogation. Make the candidate feel at ease. Being friendly and a patient listener helps them overcome any nerves from previous screening interviews. This allows them to showcase their best side. Start by asking them to jot down questions they’d like to be asked. This gives them a platform to highlight why they’re the perfect fit for the job.

Explore: Dive Deeper Than Their CV

This is where the magic happens. Go beyond the surface-level details on their CV and delve into their true personality. Make it clear that their background is only part of the equation—you want to understand who they are as a person.

Ensure your questions aren’t perceived as discriminatory. Once you have their permission, explain that your goal is to understand their growth as an individual. Ask about their upbringing, experiences, and the challenges they've overcome.

You’re looking for self-esteem and confidence—traits essential for any top performer. Did their parents encourage them to take risks, or were they cautious? A fearless sales person needs to go after what they want and find ways to achieve their goals.

Test: Push Their Limits

You think you've found the star, but now it's time to test their mettle. Politely challenge them. Say something like, "You seem genuine, but I’m not convinced you can handle the competitive market. We only have one opening, and I’m not sure you're the right fit."

Watch their reaction closely. A true superstar won’t crumble under pressure. Instead, they’ll defend their capabilities and start asking questions to understand your concerns. They’ll ask things like, "What qualities are you looking for?", "What makes you doubt my abilities?", or "What’s unique about this role?"

Real superstars thrive in adversity. They don’t just survive challenging conditions—they excel and outperform others.

Questions for You

1. Have you interviewed a superstar before? What was your method to identify them?
2. How do you differentiate between arrogance and self-confidence in an interview?
3. What’s your go-to question to gauge a candidate’s resilience?
4. How do you ensure your interview process is free from unconscious bias?
5. Share an experience where a candidate surprised you during the interview. How did they stand out?

Your insights can help refine the interview process for everyone. Share your experiences and let’s make the sales community stronger together!