Therefore, it is vital that when interviewing for sales positions candidates be as forthcoming and direct as possible. Interviewers most likely know what types of candidates have been successful at their companies in the past. Sales candidates should trust that selection process to avoid getting an offer that isn’t a fit and likely to cause headaches down the road for everyone involved.
Consider these tips when interviewing for your next sales position:
1. Don’t exaggerate your sales experience.
Detail what specific selling roles you’ve had in the past. For instance, if you were an inside sales representative, explain what that job entailed. If you never visited with prospects, do not imply that you did. In addition, explain how your “non-sales” roles honed skills that will serve you well as a salesperson. But above all, be honest and frank.
2. Don’t promise a book of business.
Every sales manager has a story about a candidate who promised to bring clients over to his or her new company and then failed to produce. Even if you have loyal clients who love the services you provide, you can’t guarantee that they will follow you to your new company. In fact, many of them may resent that you’ve bailed on the company you sold them on in the first place. Instead of promising to deliver a specific book of business, outline how you created and nurtured those relationships in the past and how you will do it again for your new employer.
3. Do highlight your good selling behaviors to make up for a lack of industry experience.
Most good sales mangers know that it is easier to teach someone industry content than it is to teach good sales behaviors and techniques. Highlight instances where you proved that you know how to sell. Give specific examples of instances where you were willing and able to learn something new.
4. Don’t underestimate the difficulty of selling in this new position.
Don’t be overconfident regarding how easy it will be to produce results in this new post. Make sure the interviewer knows you will take the time to learn the nuances of the company’s product or service.
5. Do share a ramp-up plan.
Provide a detailed plan for how you would get up to speed and develop your territory. Include your approach to working with the sales support organization already in place. This proves that you’ve done your homework and understand the work involved in becoming successful.
About the Author
Heather Bennett of Heather Bennett Resources is a management consultant and sales trainer who helps companies that are too busy selling to fix the way they sell. Believing that sales processes need to be as unique as the companies that employ them, Bennett helps her clients through project management and training with the goal of creating a space for companies to work through their toughest sales challenges. She works with companies of all sizes and has had particular success with growing sales teams of 10 or more. Her innovative approach has supported clients in many industries, including technology, insurance, manufacturing, retail distribution, agriculture, and healthcare. She can be reached at heatherbennettresources.com or 201-659-9109.
