It is not what, but how you sell!

This is quite systematic with Head Hunters, and I can't think about anything else as misconceived: why would you have to ask for figures and current goals?

Of course, reaching your (realistic) targets is one way to understand how successul a sales person is. But asking for the number without understanding the industry/product first does not make anysense!

First, understand the market and the products/services I am selling. Selling computers for £5million is different from selling information worth £50,000, isn't it? But the main questions should be "how complex the sale is?" "Who are your main targets in the organization?" "How senior are they?" "Are they the same ones who sign deals worth millions of pounds?"

Try to understand what are the key requirements/skills for the new position: negotiation skills? Presentation skills?