I like to keep my sales interviews with potential candidate loose. A sales interview is not much different from a sales call. Like a sales call I want the conversation to flow and to transition from one topic to the next.
I hate canned interviews with a set question list. I’ve been on the other side of them, for some pretty decent opportunities, and I couldn’t get my head around what the manager was trying to accomplish with a rigid set of questions. The interviews end up being choppy and awkward. The candidates prepares for a list of 35 standard interview questions and I don’t believe the manager gets a good assessment of the candidate.
Sales interviewing should be a fluid process. To support this I use what I call my scribble matrix.
I take an 8.5 x 11 and write the candidates name in the middle of the sheet. Prior to the interview I identify 5 or 6 areas that I want to drill down on; activity levels, closing techniques, communication, teamwork, time management, etc. I use these 5 or 6 points to guide the interview and drill down from there.
My experience using this framework has been great. I find the candidates aren’t expecting an open format like this and you get a great snapshot of how they perform in sales calls.
I also find the candidate will let down their guard and tell you valuable - in some cases damning - information.
One that sticks in mind is a candidate that interviewed well but felt so comfortable that at the end of the call he let me know how hard a time he has getting out of bed in the morning! Next!
