Indirect Sales Rep:

What’s the most accurate predictor of a new Indirect Sales Rep 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 Indirect Sales Reps.

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.

Indirect Sales Rep:

• Makes formal sales presentations
• Makes joint calls
• Account penetration by cross selling
• Closes through personal identification with the product/service
• Teaching in a structured setting
• Develops comprehensive product knowledge to be a credible resource
• Responds at any hour  

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 Indirect Sales Rep candidate.

View Skill 1 Interview questions below. This illustrates how the Indirect Sales Rep 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 Indirect Sales Rep Interview Questions: