And don't sell them on your company until later. Let them sell themselves first. Once you get some important questions answered, you can begin presenting information. Don't sell the candidate on working for your company. All the selling should come from the candidate.
Top salespeople spend at least two hours a day prospecting.
Business owners and sales managers need to apply the same amount of time to finding the right candidates. The old rule that it takes 100 calls to get one yes still holds true. So get specific and figure in the times each day that you'll work the territories. Business development for candidates must become a habit. Even if you have some solid salespeople right now, situations can change overnight.