What’s the most accurate
predictor of a new Executive Sales Force 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
manager candidates like Executive Sales Force Manager.
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 manager position.
Executive Sales Force Management:
- Teaching in a structured setting
- Makes joint calls
- Directs and controls others in a business unit
- Profit conscious in a management role
- Takes initiative in a business unit
- Makes formal presentations
- Focused on quantitative results
- Embraces the strategic vision
- Politically astute
- Practical intelligence
- Analytic ability
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 Executive Sales Force Manager candidate.
Click on the adjacent Interview Guide front page. This illustrates
how the Executive Sales Force Manager interview
focuses on the 11 critical factors of the job.
Click
here to request a complete sample Executive Sales Force Interview
Guide
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