Have you ever shown up for an interview where the manager seemed unprepared?
Chances are, it didn’t leave a great impression. You probably questioned the professionalism of the interviewer and maybe even the company itself.
When this happened to me early in my career, I knew instantly—it wasn’t the right fit. That experience taught me an important lesson about preparation, professionalism, and process, especially in sales leadership.
Step 1: Build a Job Profile Before the Interview
For Edmonton sales managers looking to make better hiring decisions, the process starts long before the interview.
A job profile defines what success looks like in the role. It’s an inventory of what will be required, such as:
Calling on C-level executives in Edmonton’s competitive business landscape
Making outbound prospecting and cold calls
Generating new business in untapped markets
Managing long and complex sales cycles
Once you’ve built the profile, the next step is to match it to the right person.
Step 2: Use the Sandler SEARCH Model
Sandler’s SEARCH model offers a proven framework for aligning candidate attributes with job requirements:
S: Skills – Do they have the selling skills needed to perform?
E: Experience – Have they succeeded in similar roles before?
A: Attitude – How do they respond to challenges and rejection?
R: Results – Can they show a history of measurable achievement?
C: Cognitive Skills – Are they strategic thinkers and problem solvers?
H: Habits – Do their daily behaviors support long-term success?
This model helps you move beyond gut feelings and into a structured, repeatable process.
Step 3: Conduct a Sandler-Style Interview
Once the job profile and SEARCH model are ready, it’s time to apply the Sandler Selling System to your interview process.
Just as in sales, start by building rapport and setting an Up-Front Contract—a mutual agreement about what will happen during the conversation.
This includes:
Permission to ask tough questions
A commitment from the candidate to do the same
Agreement to decide together whether to move forward
Then, shift the balance. Let the candidate do 70% of the talking while you ask insightful questions tied to the SEARCH model. This helps uncover the truth about their fit for the role—just as a good discovery conversation does in sales.
Why Preparation Pays Off
When Edmonton sales leaders follow this process, they gain:
✅ A consistent, repeatable system that mirrors the sales process
✅ A more confident and efficient approach to hiring
✅ Lower turnover and stronger team performance
✅ The right people in the right seats, faster
Prepared interviews create confident managers and better hires. And in today’s fast-paced Alberta business market, a defined process isn’t just helpful—it’s essential.
Final Thought
Hiring top sales talent in Edmonton requires more than instinct. It takes structure, preparation, and the right framework. The Sandler SEARCH model gives you that advantage—helping you attract, identify, and retain high-performing sales professionals who fit your culture and goals.
Call to Action:
Ready to strengthen your hiring process and build a winning sales team in Edmonton?
👉 Contact us to learn how our proven hiring systems can help you recruit, train, and retain top talent.
