Interviews for sales positions require preparation by the interviewer as well as by the candidate. Interviewers prepare by familiarizing themselves with the requirements of the position and the backgrounds of the candidates. Interviews are normally conducted alone by the sales manager or in the company of one or two others. In smaller companies, if there is no sales manager, the company owner or president may conduct the interview.
Interview teams should plan on who will be asking which questions in which order, to avoid confusion. If a team of two or three people is to conduct the interview, planning may also include follow-up questions by another team member. Whether it’s one person or
three conducting the interview, all individuals should:
Setting the “stage” for the interview takes little effort and has a few advantages. From the very start, the future employee sees an example of professional standards of which he or she will be a part. Creating a pleasant environment can help relax both you and the candidate. Specific things to do include:
About the Author:
The Canadian Professional Sales Association (CPSA) is a national organization of 30000 sales and marketing professionals. Members receive significant savings on travel, business costs and more. The CPSA also offers exclusive sales training and certification programs.