--- title: Where Is the Salesperson That I Interviewed? | The Sales Blog description: Jim Fiorini and I had a recent exchange about my post on the Internet being the weapon of mass distraction. Our exchange brought to mind how often sales managers and hiring managers hire someone who is an outstanding interview only to have a different person show up for the job. Does this story sound familiar? […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_66130045.jpg --- ### [Now booking SKO meetings for 2026/27! 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Our exchange brought to mind how often sales managers and hiring managers hire someone who is an outstanding interview only to have a different person show up for the job. Does this story sound familiar? #### The Salesperson You Interviewed The salesperson you interviewed was delightful. They were smart and thoughtful. They [asked wonderful questions](https://www.thesalesblog.com/blog/the-power-question-that-doubles-your-understanding). And they were supremely confident. Their follow up skills were impeccable. They called and called and called. They asked you for the commitment to hire them. They told you that they would work tirelessly to win deals and all they needed was an opportunity to prove it to you. They assured you that you wouldn’t regret hiring them. That was a couple of months ago. #### Who Are You? The salesperson that is now employed is a very different person than the salesperson that you interviewed. The salesperson that now works for you doesn’t pick up the phone or prospect much, if at all. They spend more time working on administrative tasks and busy work, none of which will ever translate into sales. Their [confidence](https://www.thesalesblog.com/blog/how-to-build-your-confidence-in-sales) is non-existent. This employed salesperson crumbles under the push back they get from the dream clients that they should be developing into opportunities. There is no help, no coaching, and no development that seems to make any difference whatsoever. The relentless, won’t-take-no-for-an-answer [tenacity](https://www.thesalesblog.com/blog/determination-the-ability-to-persevere) has somehow disappeared as well. The continued pursuit, the continuous request for a commitment, the “when do I start,” attitude is nowhere to be found. #### If You Were That Salesperson If the salesperson working now behaved the way they behaved while interviewing and attempting to get the job, they would be blowing out their numbers. That person would be a[ top 20-percenter](https://www.thesalesblog.com/blog/the-secret-of-the-top-20-of-sales-producers), not a [bottom 80-percenter](https://www.thesalesblog.com/blog/11-ways-to-guarantee-your-spot-in-the-bottom-80-of-salespeople). If the salesperson with the new job were as smart, thoughtful, and confident as the salesperson that was interviewed, they would be developing opportunities with their dream clients. They would be opening important relationships. If the salesperson now employed were as relentless and tenacious as the one that interviewed, their pipeline would be full of opportunities on their way to being won deals. If this salesperson knew what outcome they needed and asked for commitments again and again, promising to create value for their dream clients, they would be obtaining those commitments and advancing deals. If the salesperson that interviewed were working to acquire clients like they worked to acquire the job, they would be setting records, instead of looking for work. #### Questions What are the behaviors that make an interviewed salesperson a desirable candidate? How do you ensure that the salesperson you interview is the salesperson that shows up to work? Why are some people aggressive and passionate when interviewing for a position and completely passive and impotent once hired? (please answer this one, if you know why). ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2011](https://www.thesalesblog.com/blog/tag/2011) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on August 4, 2011 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2024-09-11T11:37:54 AM", "datePublished" : "2011-08-04 22:07:02", "description" : "Jim Fiorini and I had a recent exchange about my post on the Internet being the weapon of mass distraction. Our exchange brought to mind how often sales managers and hiring managers hire someone who is an outstanding interview only to have a different person show up for the job. 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