Interviewing over 1,000 salespeople and Sales Leaders from a variety of industries all over the globe I was surprised to learn that most organizations did not have a formal, on-boarding program in writing. Every interviewee told me that had they had a standardized onboarding program it would have shortened their ramp time to productivity and sales leaders interviewed said it would have reduced turnover of their new hires!
If you are a salesperson and your company has a good onboarding process…great! If not, let me help you onboard yourself!
Behavioral interviewing is a technique based on the fact that a salesperson’s past and present behavior is the best predictor of how he or she will behave in the future.
But behavioral traits don’t appear on a resume… they can only come from an interview. Furthermore, interviewers need to obtain repeated examples of behavior to confirm that they really exist.
By using past experience an interviewer can better predict future behavior by eliminating misunderstandings, preventing the “halo effect” while reducing the salesperson’s ability to mislead
Interviews not based on exploring competencies inevitably focus exclusively on education, experience, and knowledge (exactly the information that’s already on the resume). While these are clearly important, they only reveal what a candidate said that they did. Behavioral interviewing helps get at the “how” and “why” behind a salesperson’s performance and what he or she is likely to do in the future.
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