Sales Manager Survival Guide: Lessons from Sales' Front Lines by David Brock

Author:David Brock [Brock, David]
Language: eng
Format: mobi
Tags: BUS071000, BUS000000, BUS058010, BUS058000
Publisher: KCD Press
Published: 2016-05-21T16:00:00+00:00

WHAT DO YOU NEED TO DO TO PREPARE FOR THE INTERVIEW?

The ideal candidate profile is the cornerstone for interview preparation. You want to design the process around determining how close a fit the candidate is to this profile, and where the big gaps are.

In a moment, we’ll talk about external assessments. These are basically “tests” administered by organizations expert in these assessments. You will want each candidate to take the assessment before they interview. So you need to get those scheduled with the candidate.

You will want to set up the schedule for the interview day, and arrange all the logistics including the interview schedule, the candidate travel arrangements, and so forth. Right now, you are probably thinking, “I’m just interviewing for a sales role. Can’t I save some money and get this done over the phone?”

Again, remember you’re making a multi-million-dollar investment. You will want to meet face-to-face with the prospective salesperson. You want to see how they present themselves, how they interact and engage with a number of people. Likewise, you want them to have a good understanding of the company they may be joining.

You have to think about what you want the candidate to learn about you and the company during the interview. Remember, the interview is also their opportunity to evaluate you and the company. They will be making an assessment, “Is this a place I want to work? Am I likely to be successful with this company?”

You want to make sure everyone involved in the interviewing process is prepared, briefed, and knows their role.

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