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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
- Adapts approach to different buyer motivations
- Qualifies prospects with standard probes
- Makes joint calls
- Provides proactive assistance/support
- Makes persuasive product presentations
- Maximizes results by partnering as a customer advocate
- Commits time and effort to ensure success
- Adapts approach to different buyer motivations
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.
View Skill 1 Interview questions below. This illustrates how the Sales Team Leader interview focuses on just one of the critical factors of the job. To request the complete Interview Guide, click on the link below the preview.
Preview of Sales Team Leader Interview Guide:
SKILL 1: DEVELOPS SALES LEADS
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Cone 1: Describe the importance of lead development in your last position.
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Cone 2: What tactics did you use to identify prospects?
Look For:
· finds opportunities to be visible
· establishes a presence in organizations or activities that attract potential prospects
· monitors the competition and market conditions to find prospects with a need for his products or services
· organizes contact information to be systematic and thorough in following up on leads
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Cone 3: What was your goal for new contacts per month and how often did you meet that goal? Why did you succeed (or fail)?
Look For:
· understands the need to be consistent and methodical in developing a contact stream
· disciplined in increasing contacts, regardless of existing leads in the sales funnel
· sees prospecting as a numbers game to be worked until there is a payoff
· networks beyond the people he knows or enjoys to uncover less obvious prospects
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Request Complete Interview Guide
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