October 1, 2007 in Blog by Dawn Williams

Preparation

I was shocked to hear from a customer recruiting a Sales Manager that not one of the 4 candidates researched his company in preparation for the interview. This is quite interesting since these are sales positions. Should this not be one of the 1st things that one does when going for an interview, especially a sales job!!!??? As a sales recruiter these are the cornerstones of success. Nothing beats good preparation.

I once had a candidate go to a prospective employer’s distribution centre, talk to employees then went to speak to suppliers, in preparation for a job interview. He really wanted to job and got it after demonstrating his pro activeness. I had another candidate prepare an unsolicited business plan. He got the job.

Sales recruiting is unique in that it tells me through the interview process how the candidate is likely to perform. Do they listen well? What kind of questions do they ask? How prepared are they for the client’s objections? Do they ask for the “order” ie the job? And how is that done? Is the timing done properly? These are things that sales people face daily.

I have another client who will not give the job to a candidate that has not asked for the job or picked up his buying signals. This is the president of the company speaking.

Preparation also includes the manner in which you are dressed. Better to be over dressed than under dressed. You should actually do a drive by or ask. If you cannot, err on the side of caution and dress corporately. It could be a question in the interview or ask your business associates. Most of all, do not assume and show up in a golf shirt and chinos or for women that great outfit for Saturday night. As a sales recruiter, I will let the candidate know but the candidate should get into the habit of asking.

Remember, you can never be too prepared for to land your ideal sales position.

happy selling!
D