A sales job necessitates candidates who show confidence and conviction at every step. Applicants who are convincing, communicative and proactive always gain an edge over the others. An interviewer needs to apply the right techniques while interviewing in order to magnify these skills in a candidate.
Studying the resume
The entire recruitment process starts from the moment companies receive resumes from candidates and does not terminate till the vacancy is taken up. Recruitment process, therefore, has to be treated with utmost seriousness.
Studying a resume becomes the first and most important part of the recruitment procedure. A resume is a reflection of a candidate. A thorough study will give you an insight into the candidates' professional background.
Reviewing resumes will not only give you a mirror image of the candidates, but will also help you to decide if they are fit for the job profile.
At the Interview
Once the resumes are screened and candidates are short listed for an in-person interview, a recruiter must concentrate on nailing the right person for the job. Interview rounds are comprehensive techniques that give the companies a chance to screen the candidates closely.
Techniques to Commence a Sales Interview
Every interview has a standard start. Make the candidate comfortable by asking him/her to describe himself/herself or speak about their resume. This part will generally give you an idea about the candidates' communication skills. A sales job applicant must be able to sell himself. The "About Me" section can give you an idea of how well he/ she is capable of selling him/ herself.
The Main Body
The main part of the interview lies where you delve more into the details. Having had a smooth start; now is the time to introduce such questions that dig in and find out if the candidate is really made for the job.
Make sure you have structured the interview well, in order to get the best of it. First of all, you should know what qualities and skills are necessary for the job. Base your questions such that these qualities can be highlighted by the job seekers. Avoid irrelevant questions or discussions that serve no purpose.
Try to get information regarding his/ her sales experience. Discuss about the highest sales target that he/she has achieved, the manner in which he/ she handled problems related to customer satisfaction, his/ her sales principles etc.
Discussions about the previous job, like the work environment, duties and responsibilities, job profile etc. are perfectly acceptable, as they aid in getting to know the applicant better. At this point, you can throw some light on the current job profile and give details about what the job entails.
Allow some time for the candidate to understand and think about what you have mentioned. Encourage their queries and offer explanations wherever required.
Situational questions and role plays are the best ways to elicit accurate responses from the candidates. Hence, allocate some time to behavioral interviewing and role plays.
Techniques to a Good Closure of a Sales Interview
Closing an interview is an equally important segment. Appreciate the time given by the candidate for the interview. Let him know when and how you would be notifying him/her, the outcome of the interview.