Our talent columnist provides interviewing tips that will benefit candidates and hiring managers when vying for sales positions.

Recruiting during the existing talent drought is challenging enough but finding effective salespeople is especially difficult. Our executive search firm's interactive media practice has to constantly deliver A+ sales candidates to its clients. Here are some of the rules we preach to candidates. 

Job hopping
Many hiring managers are cautious of individuals who don't demonstrate staying power. If you look like a job hopper, address it upfront. Hopefully, you're able to indicate some significant commitment within your history. For example, our recruiters will look at where a candidate has been the longest and believe that is the most amount of employment tenure they would be capable of giving to their next employer. Hiring managers should be tolerant of job changes related to the bubble bursting, 9/11, et al but they will be wary of talent that can't commit beyond extenuating circumstances. Remember that past performance often dictates future performance. 

Interviews are windows to sales calls
Most sales gurus agree that listening is the most important skill for a salesperson. Successful salespeople try to talk as little as possible on a sales call; the same should be true during an interview. If you're talking too much, this is an indicator to the hiring managers of how you will perform on a business development call. An effective salesperson asks great questions and wants to keep the other person talking as much as possible.

Separating hunters from farmers
Experienced sales managers will ask questions that reveal a true hunter. If your resume claims responsibility for specific client wins or revenue figures, be prepared to illustrate the exact role you played. Be able to explain how you engage prospects, approach cold calls and develop new opportunities. You might receive questions like "how do you generate leads, why do people buy from you, what's your secret power in sales?"

Provide proper references
Be prepared to share a full spectrum of references. Our recruiters like to speak with a former manager, an active client and an inactive client. Interviewers normally ask your prior manager how you were managed, how you grew in the position and increased the business. They'll typically ask your clients if, given the appropriate opportunity, they would buy from you again.

Before pulling the trigger
Companies should share their short- and long-term vision for the business and clarify revenue targets. They might ask you to put together a proposal for accomplishing these goals. Your plan should indicate what's to be expected from you in the first 30, 60 and 90 days. By doing this bit of homework, you and the hiring manager will know if you're truly passionate about the opportunity and have what it takes to be a sales superstar with the organization.

Brandon Gutman is director of marketing and business development for Stephen-Bradford Search. Read full bio.