What’s the most accurate predictor of a new Account
Manager candidate’s job potential? Many people think it’s
an interview, one where they “get a read” on the recruit’s
likelihood to fit into their organization.
Nothing could be further from the truth. The typical job interview
– while the most widely used selection tool – is also
one of the least successful in predicting outcomes. In most studies,
interviews rank 5th in predicting performance, particularly with
sales rep candidates like Account Mangers.
Used correctly, however, as part of a disciplined selection approach,
an interview can be very telling. The first issue is FOCUS . . .
make sure your interviews are guided by the success profile you’ve
chosen for your sales rep position. Next, use a classic “coning
approach” with questions to obtain the information needed
to assess the candidate against specific profile elements. After
the interview, individual assessment scores can be summarized, and
a determination made as to how to move forward with your Account
Manager candidate.
Click on the adjacent Interview Guide front page. This illustrates
how the Account Manager interview focuses on the six critical
factors of the job.
Click
here to request a complete sample Account Manager Interview Guide.
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