Executive Sales Force Management:

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:

• Embraces the strategic vision
• Directs and controls others in a business unit
• Practical intelligence
• Analytic ability
• Teaching in a structured setting
• Makes joint calls
• Makes formal presentations
• Politically astute
• Takes initiative in a business unit
• Profit conscious in a management role
• Focused on quantitative results

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.

View Skill 1 Interview questions below. This illustrates how the Executive Sales Force Management interview focuses on one of the critical factors of the job. To request the complete Interview Guide, click on the link below the preview.

Preview of Executive Sales Force Management Interview Guide:

SKILL 1:  EMBRACES THE STRATEGIC VISION

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