Strategic Account Manager:

What’s the most accurate predictor of a new Strategic Account 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 sales rep candidates like Strategic Account Managers.

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.

Strategic Account Manager:

• Develops technical competence
• Educates customers through structured training
• Takes initiative in a business unit
• Provides proactive assistance/support
• Commits time and effort to ensure success

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 Strategic Account Manager candidate.

View Skill 1 Interview questions below. This illustrates how the Strategic Account Manager 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 Strategic Account Manager Interview Guide: