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What’s the most accurate predictor of a new Outbound TeleSales 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 Outbound TeleSales 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.
Outbound Telesales Rep:
- Makes persuasive presentations
- Commits time and effort to ensure success
- Develops relevant product knowledge specific to customer needs
- New business development
- Answers objections by reinforcing standard features/benefits
- Endurance
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 Outbound Telesales Rep candidate.
View Skill 1 Interview questions below. This illustrates how the Outbound Telesales Rep 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 Outbound TeleSales Rep Interview Guide:
SKILL 1: MAKES PERSUASIVE PRESENTATIONS
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Cone 1: Describe your public speaking experience.
Look For:
· at ease with the concept of formal presentations
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Cone 2: What techniques work best for you when introducing new ideas to a group?
Look For:
· excites the audience and grabs its attention by adding sizzle to the content
· creates an impact while communicating information
· practices and polishes his/her presentation
· varies the presentation style and content to fit the audience
· charismatic and projects enthusiasm about reaching the audience
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Cone 3: How would you rate the effectiveness of your presentation skills and why?
Look For:
· comfortable with being in control and working the crowd
· monitors audience response and adjusts presentation to stay on target
· rehearsed but willing to make a departure from the script
· enthusiasm about the opportunity to woo an audience versus just pass on information
· builds credibility by presenting relevant information
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Request an Interview Guide
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