Sales Force Management:

What’s the most accurate predictor of a new 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 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.

Sales Force Management:

Directs and controls others in a business unit
Practical intelligence
Analytic ability
Teaching in a structured setting
Makes joint calls
Makes formal presentations
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 Sales Force Manager candidate.

View Skill 1 Interview questions below. This illustrates how the 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 Sales Force Manager Interview Guide:

SKILL 1: DIRECTS AND CONTROLS OTHERS IN A BUSINESS UNIT

Cone 1: Tell me about a situation in which you’ve had people look to you for direction.

Notes:_______________

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Cone 2: How do you decide what to delegate and who would receive the assignment?

Look For:

· recognizes that he/she cannot do it all himself/herself

· assigns critical but lower level priorities

· willingness to coach less experienced individuals rather than give assignments only to those more seasoned or skilled

Notes:_______________

____________________

Cone 3: How would those individuals reporting to you rate your delegation skills and why?

Look For:

· gives sufficient explanation of what is expected, how the result is measured, and timelines for completion

· reiterates guidelines as needed throughout the project

· regularly checks progress and identifies potential problem areas before they become significant

· stays personally involved as a resource and motivator

· accounts for skill and maturity level of subordinates

Notes:_______________

____________________

Request Complete Interview Guide

Sales Force Management:

Sales Manager Test Profiles

Sample Test Reports

Sales Performance Resources