April 28, 2010 - FPG
When interviewing sales candidates a three step selection process should be used, regardless of the demographic source.
Interview 1: The Screening Process
The objective of the first interview is to determine the candidate’s ability to communicate, review their professional background, and describe the selection process and the role. This interview should be conducted by a frontline manager or trainer.
Interview 2: The In-Depth Behavioral Interview
The second interview should be used to learn how a candidate would handle unique situations with customers. It is also the interview stage where sales and service questions would be asked to determine if their previous experience will help them in the position. This interview should be conducted by the candidate’s manager to be.
Interview 3: The Final Interview
This session is used to determine if the candidate will be a good fit for the team. The main objective of this interview is to stress the opportunity, recommunicate the company’s vision, and ensure the candidate understands how his or her sales successes will be of strategic importance to the company. The third interview should be conducted by the most senior manager, along with the manager who was involved in the second phase of the process.
Although this may seem like a lengthy process to some, having three levels of screening will provide you with greater perspective and feedback about the candidates as well as show prospects you are committed to finding the best person for the job.
