The Partner Group - Management Seminars

Reference Checks

REFERENCE CHECKS

SAMPLE REFERENCE CHECKS FOR A SALES PERSON

Reference Checks for Candidate

Reference Name:

John Smith

Date:

9/20/2008

Company

Company A

Phone #:

312-000-0000

Reference’s Occupation/Relationship to Candidate:

Sales Manager

Applicant Name

Candidate

Could you please verify that Candidate was employed by your company?

From:

10/18/08

To:

3/1/10

If not correct, what are the dates:

From:

To:

For what position did you hire Candidate?
Sales rep
What was Candidate’s position prior to leaving your company?
Sales rep
What was Candidate’s rate of pay? Base $48K, W-2 $70K – Yes, that’s right.
How would you evaluate Candidate’s work?
Very consistent. Very on top of things. Very diligent. We’re more of a hunter mentality. He fit in well. He was very active in his territory. He stayed enthusiastic about doing his job. Very professional about presenting
Did Candidate share written goals with you?
Did quarterly sales action plans. We had to and he always did.
How did Candidate rank with the other sales reps in your company?
Mid level. Being with us only a short time. He was in a newer territory and it takes time to grow a territory. He just didn’t have the opportunity. Had some good months, he would have been on his way.
Was Candidate punctual for work? Yes. Very punctual. We’re in Broadview and he’s on the southside. He definitely made it there 3 times/week. He was early and attended as expected.
If not, explain…
How did Candidate get along with co-workers and supervisors?
Excellent. Never had any issues.
Was Candidate ever found in violation of any workplace conduct policies such as sexual harassment or workplace violence? Not at all.
If yes, explain…..
Why did Candidate leave your company?
We had a down sizing. It was more of a seniority thing.
If you had a suitable position available, would you rehire Candidate? Sure. Definitely.

If no, why……

Do you feel that Candidate effectively worked his territory while efficiently servicing his customers?
Definitely. You’re required to be in your territory during the golden hours 8 a.m. til 5 p.m. He definitely did that. We are required to schedule a certain # of visits per day.
How well did Candidate take initiative and follow up on meeting business goals and objectives?
He did his work 110%. He definitely made an effort where needed. Always met requirements. If you don’t you’re not going to succeed.
Was Candidate effective at leading the sales process toward a decision?
Definitely. With our job it requires follow up. If you don’t stay on top of it you will lose it.
How well was Candidate able to read the situation and make appropriate judgment about the outcome of the sale?
Very well. We had to project every week. He was good at that.
Did Candidate maintain objectivity while working through the sale process?
Yes. Definitely.
What is the turnaround sale cycle at your company like?
It varies. One sale could be a one call close. Or could take up to a year or longer with target accounts. You might have to establish relationships with the prospect and then with multiple decision makers along the way.
Was Candidate able to resist a customer’s objections and successfully overcome them?
Yes. Definitely.
Is Candidate able to address conflict in a constructive manner seeking a mutually agreeable solution?
Yes he is.
Is Candidate effective in his qualifying to determine the customer’s ideal fit for business?
Yes. He was very good. In training we go over the ability to identify the customers’ needs.
What makes Candidate unique and worth considering as a new hire for our company?

Candidate wants to strive to be better. He has goals and wants to get there. He’s very eager to be successful.

All comments regarding this applicant will be held in strictest confidence.

Completed by:

TPG

Date:

9/21/2008