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How to source and shortlist {role_name}

Hiring guide

About {role_name}

Job description

Source and shortlist candidates

Structured interview

Progression and salary

Where can you find qualified {role_name}?

Professional Networks

  • LinkedIn – Best for experienced ASMs, especially in Technology, Retail, and Corporate Services.
  • Xing – Popular in Europe and Middle East regions.
  • Industry associations – e.g., National Association of Sales Professionals (NASP).

Educational Institutions

  • Business schools with strong sales & marketing programs (e.g., ISB Hyderabad, IIMs in India, Kellogg School of Management in the US, INSEAD globally).
  • University alumni networks often have mid-career professionals open to leadership roles.

Company Career Pages

  • Posting on your own company site helps attract motivated candidates already interested in your brand.

Role-Specific Job Boards

  • Sales Gravy – Focused on sales professionals.
  • Rainmakers – Specialized in sales recruitment.

Geography-Specific Job Boards

  • US: Indeed USA, Glassdoor, ZipRecruiter.
  • India: Naukri, Shine, TimesJobs.
  • UAE & KSA: Bayt, GulfTalent, Naukrigulf.‍
  • Remote Positions: We Work Remotely, FlexJobs, Remote.co.

What are the best practices for headhunting {role_name}?

  • Leverage LinkedIn: Search with keywords like “Area Sales Manager,” “Regional Sales Manager,” “Retail Sales Leader.”
  • Tap into competitors: Many successful ASMs are currently working in similar industries (Retail chains, SaaS, FMCG).
  • Use referrals: Sales roles are high-networking jobs—current employees often know good candidates.
  • Highlight growth incentives: Emphasize commissions, leadership opportunities, and regional autonomy to attract talent.

"Find Talent Quickly" – Leverage Headhunting and Referrals

Learn More  ->Get a demo

How to shortlist candidates?

Once you have started to get applications from applicants, a thorough screening process and shortlisting of prospects will help you make the most of your time spent with the most qualified ones. 

Automated shortlisting tools :

Automated screening quickly filters out unqualified candidates, saving time for manual review. This allows the manual process to focus on the most promising candidates, ensuring the best ones are considered for further evaluation.

Screening questions to auto-shortlist based on predefined criteria

like qualifications, location, experience, and skills. Either use job board or use an ATS such as whitecarrot. Here are some questions for {role_name}

  • How many years of experience do you have in sales management?
    • Auto-reject: Less than 3 years.
  • Have you managed a sales team of 5+ members before?
    • Auto-reject: No.
  • Are you currently located in [specific region] or open to relocating/working remotely?
    • Auto-reject: Not located and unwilling to relocate.
  • Which CRM tools have you used (e.g., Salesforce, HubSpot)?
    • Auto-reject: No CRM experience.

Skill based question to auto shortlist candidate

Analyze the skill test data to automatically shortlist top-performing applicants. (recommended screening test time - 15 minutes). Here are some skill test questions for {role_name}

Sales Management

Ability to set targets, monitor KPIs, and drive performance.

  1. Which metric best measures team productivity?
    • a) Market share
    • b) Sales per representative ✅
    • c) Profit margin
    • d) Total leads generated
  2. What is the primary purpose of sales forecasting?
    • a) Predict team attrition
    • b) Estimate future sales ✅
    • c) Track competitor activity
    • d) Measure customer satisfaction
  3. If a rep misses target repeatedly, the ASM should:
    • a) Replace the rep immediately
    • b) Coach and identify barriers ✅
    • c) Reduce the target
    • d) Ignore the issue

CRM Software

Using tools like Salesforce, HubSpot for tracking clients & deals.

  1. A CRM is most effective when used to:
    • a) Replace marketing campaigns
    • b) Track customer interactions ✅
    • c) Handle payroll
    • d) Recruit employees
  2. In Salesforce, an “Opportunity” refers to:
    • a) Closed accounts
    • b) Potential deal in progress ✅
    • c) Customer complaints
    • d) Team tasks
  3. The key advantage of CRM reporting is:
    • a) Automated tax filing
    • b) Data-driven sales insights ✅
    • c) Faster hiring
    • d) Cheaper advertising

Sales Strategies

Ability to plan and execute revenue-driven strategies.

  1. Which is a push sales strategy?
    • a) Email drip campaigns
    • b) Retail discounts ✅
    • c) Customer surveys
    • d) Loyalty programs
  2. To increase upselling, an ASM should:
    • a) Lower all prices
    • b) Train reps on complementary products ✅
    • c) Hire more staff
    • d) Increase ad spend only
  3. A key step in territory management is:
    • a) Random assignment
    • b) Segmenting regions by potential ✅
    • c) Only assigning cities
    • d) Ignoring market research

Note - Auto reject candidates if scores less than 70% in this section

One way video interview

Recruitment Bullet

Use tools like hirevue, whitecarrot.io to ask candidates pre-recorded questions about their experience and skills.

Recruitment Bullet

Use sample question given in scorecard.

Collect other information 

Recruitment Bullet

Collect data from shortlisted candidates, such as salary expectations and visa status.

"Shortlist in Seconds" – Use our CV scoring feature to get top candidate recommendation

Learn More  ->Get a demo

Manual candidate profile shortlisting:

Recruitment Bullet

Thoroughly review the CVs of the top scoring candidates from the automated process

Recruitment Bullet

Look for evidence of the required skills, experience, and achievements

Recruitment Bullet

Review the candidate’s portfolio or GitHub repositories to see examples of their work.

Schedule recruiter calls with the candidate

Recruitment Bullet

Use a tool like calendly or whitecarrot to allow candidates to self-schedule calls based on your availability

Recruitment Bullet

Confirm the call details (date, time, dial-in info) with the candidate via email

What questions to ask in the recruiter phone screen?

Recruitment Bullet

 Use scorecard for rating candidates for recruiter

Recruitment Bullet

Sample scorecard : 

Criteria Sample Question Rating (1–5)
Leadership “Describe a time you motivated your team to exceed sales targets.”
Sales Strategy “How would you approach entering a new regional market?”
CRM Knowledge “Which CRM tools have you used and how did they help?”
Communication Skills “How do you handle a dissatisfied customer?”
Problem-Solving “What actions would you take if your team misses targets for 2 months?”
Cultural Fit “How do you align your team with company values?”
Recruitment Bullet

Check for consistency in responses from the candidates.

Recruitment Bullet

Record such scorecards in an ATS like whitecarrot or use google doc

Frequently Asked Questions?

What are the most common skills to look for in an ASM?

Leadership, sales management, CRM proficiency, sales strategy, and relationship-building.

How do I keep ASM candidates engaged during sourcing and shortlisting?

Communicate timelines clearly. Share details about commission structures and growth paths. Keep email/LinkedIn outreach personalized.

How can I assess cultural fit during shortlisting?

Ask situational questions (“How would you handle underperforming reps?”). Look for alignment with company values (collaboration, customer focus). Use behavioral interview frameworks (STAR method).

Hiring guide

About {role_name}

Job description

Source and shortlist candidates

Structured interview

Progression and salary