Business Results & Personal Development
for CEOs & Key Executives
Home   |   About Us   |   Lit Request   |   Contact Us   |   View
847-208-8709         Email  
Download Free Article

"Best Practices for Managing
in the Best of Times"
Best Practices
Business Results   »
Personal Development  »
Growth Coaching
Executive  »
Sales Manager »
Sales Rep  »
Chally Tools
Sales Reps  »
Sales Management  »
Managers  »
Executives  »
Vistage / TEC Tools
Vistage Works   »
CEO Peer Groups  »
Key Executive Groups  »
Trusted Advisors  »
Request Literature
Sales Recruiting  »
Sales Compensation  »
Exceptional Managers  »
Resource Links

Sales Team Leader:
Interview Guide

What’s the most accurate predictor of a new Sales Team Leader 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 Sales Team Leader.

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.

Sales Team Leader:

  • Develops sales leads
  • Qualifies prospects with standard probes
  • Makes persuasive product presentations
  • Commits time and effort to ensure success
  • Maximizes results by partnering as a customer advocate
  • Adapts approach to different buyer motivations
  • Provides proactive assistance/support
  • Makes joint calls

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 Sales Team Leader candidate.

Click on the adjacent Interview Guide front page. This illustrates how the Sales Team Leader interview focuses on the 11 critical factors of the job.

Click here to request a complete sample Sales Team Leader Interview Guide

Click here to request a complete sample Sales Team Leader Interview Guide