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.
System Specialist Sales Rep:
- Gains customer commitment
- Identifying customer needs
- Commits time and effort to increase professional development
- Delivers added value to customers
- Makes persuasive product presentations
- Educates customers through structured training
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 System Specialist Sales Rep Interview
Guide. |