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.
New Business Development Sales Rep:
- Effective networking
- Problem-solving
- Qualifies prospects with standard probes
- Commits time and effort to ensure success
- Closes through logical, incremental steps
- Opportunistic·
- Maximizes results by systematically managing an account plan·
- Driven to produce by increasing sales to existing account·
- Works the system for the customer
- Educated customers through structured training
- Promotes customer relations by soliciting feedback
- Responds at any hour
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.
Click on the adjacent Interview Guide front page. This illustrates
how the New Business Development Sales Rep interview focuses on
the six critical factors of the job.
Click
here to request a complete sample New Business Development
Sales Rep Interview Guide.
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