After the Interview

To reinforce your image as a professional salesperson, it’s absolutely critical that you send a thank you note, card or email to the interviewer(s) just as you would to a customer after having an appointment or securing an order.

There are two types of approaches you can use: standard and strategic

Standard notes and cards
Generally speaking these are written communications sent to each person who interviewed you within 24 hours of the interview. These communiqués not only demonstrate your interest in the position but reflect upon some of the key characteristics for successful salespeople—persistence, follow though etc.

In the communiqué remember to:

• Handwrite the note or card on tasteful stationary (e.g. cream or some other neutral paper) in your best penmanship
• Thank the interviewer for their time
• Indicate you interest in the opportunity or how much you are looking forward to working for the company/organization/association
• Personalize your thank you in some small way

Strategic follow-up letter
A strategic follow-up letter goes beyond a mere thank you for giving you the opportunity to interview with the company. The strategic follow-up letter is a more formal and detailed communiqué that incorporates the elements of a standard thank you but takes them to the next level. Within such a letter, you can further address any concerns the interview may have expressed (or not expressed) about your “fit” and add additional information about related skills, abilities or any other information you feel might be helpful for the interviewer to have. As there may be other contenders for the sales position, sending a strategic follow-up letter may give you an edge over other candidates and gives you an one last opportunity to exercise your persuasive powers.

Sending a thank you email
Similar to a thank you letter, a thank-you email should be sent within 24 hours of the interview. Even though sending an email seems easier than a card, keep in mind the corporate culture of the company and the person’s job title. If you are applying to a high tech company it is safe to assume that if you send an email the person checks their personal email on a regular basis. Senior sales managers may not always have the time to check their email on a regular basis, so a written note/letter might be the better option.

Regardless of which approach you take, it is important to write down what was discussed and your impressions of the interview immediately after you exit the interview while it is still fresh in your mind. You will need this information to review if you are asked back for a second interview.

Additional tips

• Follow-up as soon as possible after your interview (within 24 hours is recommended)
• Obtain the correct spelling of all names and collect the business cards of each person
• Decide upon the “tone” of your response. Depending on how the interview was handled, you may need to adopt a formal response if you had a structured interview or a more relaxed approach if the interview was more informal.
• Personalize you letter in some manner. For example if the interviewer expressed an interest in something you brought up, send him/her a related article.

©Sales Resource Centre, Canadian Professional Sales Association, 2002.