Companies devote a lot of time and effort to their sales strategy – and for good reason. But doesn’t it make sense to devote as much time and effort into choosing the sales candidates that will drive that sales strategy?
So let’s look at the interview process, why it’s more important than you think, and what you can do to improve it.
Make interviewing a science, not an art. The interview process isn’t the time to wing it. Ultimately, you want to standardize your interviewing while maintaining flexibility to pivot, and that’s not as hard as it might sound.
When developing your interview process, start with what you’re trying to accomplish. The goal is to find the right who for the right seat. Then you figure out if you can add enough value for them. Since these three components should guide your interviewing, try asking yourself this:
How can my interview process accomplish these goals for me in the most efficient way possible?
The answer might differ from company to company, but the question is always a great place to begin.
Everyone wins when you define your interview process. When I wrote about interview timing, I made a point of focusing on the dangers of repetition and excess time between interviews.
Defining your sales interview process addresses those dangers and more, creating benefits like:
Follow the leader. I’ll use Pursuit as an example of what an efficient, scalable interview process looks like. When we’re hiring for an internal position, we follow a four-stage process.
I’m not saying you should follow our exact approach. But this is the process that works for us, and it will probably give you a good head start in defining your own process.
Just figure out the interview process that works for you, perfect it, execute it, and stick to it. If it’s fast, flexible, and scalable, it will help you maintain the momentum you need to identify and hire top sales talent.
Struggling to find the right people for your organization? Want to refine your interview process? We're sharing our exact process and they why behind each step