Audition For Your Next Sales Rainmaker

Actors, musicians, athletes, and many others must audition to get the "part" they want. The same technique can be used when you are ready to hire your sales rainmaker.

Once a candidate has successfully passed your pre-screening phone interview, a first face-to-face interview, and possibly a second interview, you can set up an "audition" where they do an actual sales presentation to your senior management team. You will provide the "scenario" to them and they will prepare their presentation based on the criteria you provided. Here are 3 things you might include in the scenario:

The Situation
This should describe why the presentation is being done.
The Facts
Specify 5-10 areas of concern for the prospective client. These might include staffing issues that may affect the buying decision; competitor they currently use and any issues they have with them; budgetary issues that could affect the buying decision.
Candidate's Job
Prepare a presentation that identifies needs and how they will be met.
The amount of time they will be limited to.
Tell them who they will be presenting to. CIO? CEO?

The best way to learn how the Rainmaker is going to do a presentation once they are out selling for you is to have them "audition" for the part.