Product/Services Specialist Sales Rep:

What’s the most accurate predictor of a new Products/Services Specialist 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 Products/Services Specialist 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.

Products/Services Specialist Sales Rep:

• Identifying customer needs
• Provides reliable information
• Makes one-on-one sales presentations
• Delivers added value to customers
• Maximizing results by anticipating obstacles that could impede progress

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 Products/Services Specialist Sales Rep candidate.

View Skill 1 Interview questions below. This illustrates how the Products/Services Specialist Sales 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 Products/Services Specialist Sales Rep Interview Guide: