It is said that the best indicator of future behaviour is past behaviour. Small wonder that competency, also known as behavioural, interviews are increasingly used to identify and secure Sales talent.Competencies of a successful Sales professional include organisational skills, relationship building, new business focus, influencing people, resilience and ambition. A competency based Sales interview, therefore, encourages you to discuss scenarios in which you exhibited an ability to:Exceed sales targets – you may be asked to explain what the target was, how you managed the process and to what extent you delivered. Handling difficult clients – you may be asked to describe the challenge, clearly explain what you did to overcome the problem and how this benefited the business. Hunger and ambition – you may be asked to give examples of those times you’ve gone the extra mile and the sacrifices you made along the way to get a result. Influencing people – you may be asked to give examples of how you convinced a client or one of your reports to try a new approach thanks to your intervention. You might think about putting together a ‘brag file’ to provide evidence of your successes, including P60s, league tables and references.SalesLinksAbout usInterim and contractsSalary comparison toolContact usNews and updatesLinksSales recruitment – Q3 market updateSales recruitment - market update H1 2014Sales in the packaging industry – a market updateSales testimonialsInsight and adviceLinksWhy should you develop the talent in your sales team?What does a great sales CV look likeWhy should you use a recruiter in your job search?What are the effects of candidate uncertainty in the market?How to identify a top sales candidateDo you value your employees as much as you should?A flexible sales team: why you need dynamic working optionsWhy should you use a recruiter in your job search?Successfully prepare and pitch your sales solutionThe science of sales part 3 – ForecastingThe science of sales part 2 – Selling valueThe science of sales part 1 – Intelligence based prospectingInterview with Francois Stoop, vice president of sales Europe at First Sight In…Interim commercial managers bring positive changeSales recruitment: key skills to identify when hiring top talentPrinciples of persuasionManaging clientsSales networkingSales interview guideSelling in a slow marketEffective sales recruitment: the key behaviours of a top sales managerThe sixty seconds sales seriesSeven insightful interview questions to ask a sales candidateSales recruitment and employee ‘buy back’
