You’ve applied for a new sales role, and they’ve invited you in for an interview. Now what?
Some interviewers will have a prepared interview format and questions, and others will have a more open-ended approach. It’s helpful to prepare for both just in case, especially if they don’t send you many details in advance.
Here’s what I would focus on when preparing for a new sales role:
- Do Your Research
Just as you would research a potential client’s company prior to a discovery call or demo, do your research on the company you are interviewing for. This could include looking through their website, reading glassdoor reviews, and LinkedIN posts from the company and current employees.
If you know who will be interviewing you it’s also helpful to look up their LinkedIN profile – the people interviewing you for the role are just as important to know as the company. - Know Your Resume
You’ve likely had a ton of experience, but it’s important to focus on the roles you’ve had that are most relevant to the current role you are applying for. Make sure you know your numbers (previous quotas, achievements, sales etc.), and your greatest highlights.
There may be roles you’ve had that don’t immediately jump out as something they might ask about, so think about them more broadly and determine whether there were lessons learned in those companies/roles that would benefit you in this new role. For example, when applying for a sales role I always comment on my years serving and how it helped me learn how to “upsell” naturally. - Hone Your Pitch
Be ready for the big open ended question “so, tell us about yourself”. It’s one that says a lot about the applicant because it is telling what they decide to focus on. Your answer should be concise, tailored to the specific role you are applying for and impactful. - Prepare Questions to Ask Them
A new sales role is similar to entering into a long-term relationship, both partners should be fully invested and interested in moving forward. What type of company and role do you want? Make sure your questions reflect things that are important to you and not just ones that ChatGPT has told you to ask. - Look Ready For the Role
If the interview is on camera, make sure your background is organized and professional. Your hair and makeup should be done and your outfit should be appropriate for the role. Consider wearing something that makes you stand out, since the interviewers will likely be back-to-back, a bold color will help you stand out.
Overall, you can only prepare so much. Similar to a sales call with a client, you have to be able to “pivot” in whichever direction they decide to take the call. Try to relax, and be likeable! Your interviewers are likely people that will need to work with you in future (such as a manager, or peers), so it’s likely they are evaluating you not only on your relevant skills and experience, but also on the “do I want to spend all day with this person” check as well.
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