Doing your homework for an interview
February 7, 2008 – 9:38 pmWhen you show up to any sales job interview there are 2 questions that you should fully prepared to answer - why are you interested in the sales job and what do you bring to the company?
Your research of the company should begin with what you would need to know to sell their product or service. What is the competitive landscape like? What are the strengths and weaknesses of their offerings? I have seen candidates track down a current sales rep for the company and interview them. Treat the interview like a sales call. The employer has a business problem (open sales job) that needs solving. Do the homework prior to showing up for the interview so you can ask the right questions to uncover what it is going to take to perform at a high level with this sales job. Be prepared to speak to your abilities and track record in these areas. If this is a high-level account management sales job calling on F100 clients bring sales wins to the table at similar sized companies. Have letters of recommendation from these clients and be able to show the revenue growth that you achieved. Ask the recruiter representing you what you can research or do to seperate yourself. If you aren’t being represented by a sales recruiter then ask HR.
Beyond being able to articulate your ability to help solve the Sales Manager’s problem be prepared to articulate why you have an interest in this position and the company that you are interviewing for. Go to Hoovers.com and research company growth. Google the company and find awards won, new products being launched,etc. Before I go on an interview I pull out a piece of paper and write down the numbers 1-5 and proceed to write down the 5 reasons why I am interested in the company. If I can’t come up with compelling reasons I know that I need to do more research or perhaps this isn’t that compelling of a job.