Sales recruiting companies often conduct thousands of interviews a year or more for potential candidates. For the most part, those that apply are professionals that are taking steps to advance their career. They are accomplished, ambitious, diligent, and capable. These type of candidates can only profit from being honest. Unfortunately, there are always a few candidates that are determined to bend the truth about their career accomplishments and more to better their odds for employment.
The type of person that would lie to get an advantage is often also very good at it. This can be tricky to spot, which is the reason that rigorous tests are used during the interview process. Fortunately, if you know what to look for, they are easy to catch.
Here are the top five lies that people looking to get ahead will tell, what they really mean, and how to uncover the truth.
“I was unsuccessful in previous sales positions because there was no company support.”
- What it really means?- This means that everything has to line up perfectly for the candidate to make a sale.
- Why they lied- It is possible that they do not make a good salesperson or that they do not know the right technique.
“I cannot provide information for my previous manager because they no longer work at the company that hired me.”
- What it really means- I did not leave from my previous job on a good note and I do not want you to find out.
- Why they lied- More often than not, the interviewer left on a bad note. They also may not have had a good relationship with their previous employer.
- Finding the truth- As a compromise, ask permission to speak with fellow employees. They may be able to provide insight on the person’s relationship with the manager.
“My employer laying me off had absolutely nothing to do with the way I performed.”
- What it really means– The employer did not want to fire them outright, but it is likely that there was an underlying cause (their performance).
- Why they lied– Poor performance does not look good to any future employer.
- Finding the truth– If you want to know the real truth, ask the candidate to provide their performance metrics for the previous five years.
- Finding the truth- Ask the candidate to explain a sales situation that was challenging but they overcame.
“Money is not a factor in my career.”
- What it means- The candidate does not know how to negotiate compensation for their sales.
- Why they lied- They are ashamed of the low compensation that they have accepted in the past.
- Finding the truth- Ask the candidate why they chose sales as their area of employment, as well as their lifestyle outside of work.
“I worked for my father’s consulting business for two years.”
- What it means- The candidate did not have employment for two years.
- Why they lied- They believe that a job with family looks better than nothing.
- Finding the truth– Ask the interviewee why they left their family member’s business.
The first step in detecting a lie is knowing what to look for. Refer to this list to give you up to sales representative candidates that are possibly lying to you.