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Territory Consultative Product Sales Rep:
Interview Guide

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.

Territory Consultative Product Sales Rep:

  • Maximizes sales results through new business opportunities
  • Makes persuasive presentations
  • Qualifies prospects for fit within product/system constraints
  • Driven to satisfy multiple buyers within an account
  • Image building

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 Territory Consultative Product Sales Rep Interview Guide.

Click here to request a complete sample Territory Consultative Product Sales Rep Interview Guide.