Some hints and tips to give you a better chance of finding the right IT sales position.
- Keep the interview simple. Too many people over-elaborate and talk themselves out of jobs.
- The interview is a sales call. The company don’t have an opportunity to spend a month in the field with you.
- They have to base their decision on something – the interview.
- Think about the structure. Split it into three areas: the opening, the body of the interview and the close.
- Give specific examples of achievements. It is no good saying “I blow targets away every year”. Companies want to hear your specific performance vs target.
- Take along structured examples of account plans. This will help satisfy questions such as “What level do you sell at within accounts?”, “How complex is your sales process?”.
- Always have a paper and pen with you to take notes.
- Think of intelligent questions that are positively intentioned. For example: What did your top salesperson earn last year? How many of your salespeople achieved club last year?
- Ask to see the product demonstrated after the interview.
- Ask to meet the pre-sales team or anyone else who will have direct contact with your prospects/clients.
- Don’t feature dump when you get an objection. Go back to basics: empathise, qualify, address and restate. Don’t be fobbed off with “you’ve given me food for thought”, “I can see where you are coming from”. Have you properly satisfied the objection or is it still a lingering doubt?
- Be compelling when asked “why do you want to work here?”. How does this career move fit in as part of your structured career plan?
- Be realistic. Put yourself in the interviewer’s shoes. What is your Achilles heel? What concerns are they likely to have about your background? Prepare your case around these points.
Need any more tips? Please contact us and see how we can help you.
