So you’ve got a candidate to phone screen? Now you need to sell them on the opportunity, right? WRONG!


Just like in sales, you can’t sell until you’ve conducted a proper client needs/solution fit analysis. You must first seek to understand the candidate. Over the course of a quick and very focused conversation, you will determine the right title/opportunity within your sales organization that this person might fit into. You may have a great Major or Enterprise Account Executive in front of you and you’re preemptive pitch of an inside sales role may ruin your chances of landing the candidate.

Only when you’ve determined which opportunity makes the most sense for this prospective candidate can you start selling said opportunity. Here is a basic pie chart outlining the WIIFM sections you’ll need to cover to initially sell an opportunity.


Don’t sell the wrong opportunity to the right person!