Many a career expert has told you how to get hired in sales. I’m going to tell you how not to get a sales job. I’m often asked to serve as a talent evaluator for my clients. Usually, I’m the final barrier before executives meet the candidate. I’m often amazed by candidates who present impressive resumes, but step on themselves in these interviews.
For starters, I ask candidates to share with me what they know about the company. Fair question, don’t you think? Frequently, I hear an uncomfortable pause followed by a bunch of babbling. Why? They haven’t invested the ten minutes it takes to visit the corporate website and run a Google search to prepare. As I evaluate candidates, one of the questions in the forefront of my mind is…
Do you want A Job or THIS Job?
In other words, I’m wondering if you are just looking to be employed or if this opportunity really intrigues you. If you didn’t take the few minutes it takes to prepare, you can guess how quickly you are exited from the evaluation process.
In keeping with the "a job” or "this job” theme, during the interview I’m looking for the candidate’s passion for the opportunity. So, if you can’t articulate why you feel you are a perfect fit for this role, I’m left to wonder why we are even speaking. If your interest in this role is only based on what it can do for you personally; and not what you can contribute to the company and its clients, you probably aren’t going to get far in the interview process.
Contrasting this to a sales call, as that is what a sales interview truly is, if you call a prospect without pre-call preparation and can’t articulate how you can help the prospect, no sale! And, in this case, no sales job offer is coming your way.
If you want THIS job, make sure you demonstrate it to the interviewer.
See you next time on the Sales Management Minute.