Sales

A Guide to a Successful Sales Representative Interview

To ensure that all candidates have the best opportunity of success we have written some guidelines from preparation through to the close.

Basics

• Turn up on time - aim to get there with 10 minutes to spare
• Firm handshake
• Maintain good eye contact THROUGHOUT interview with all interviewers
• Be immaculately presented
• A conservative business suit is preferable
• Avoid wearing loud jewellery, keep long hair tied back and be aware that heavy scent or the smell of cigarette smoke may be off putting

Research the Company

• Show in-depth knowledge and show an interest

Include:

• Products; both present and pipeline
• Sales Successes
• Range of Customers
• Competitors and selling points against them
• Core Values and Company Objectives

Ensure your brag file is well presented

Include:

• Copy of CV
• Educational certificates
• Favourable sales figures
• Favourable appraisal reports
• Letters of recognition
• Examples of business plans
• References
• Smile and be enthusiastic

The Interview

• Listen to questions carefully before answering
• Take time to think about your response before answering
• Keep replies concise, clear and relevant – be careful not to waffle
• During your preparation time before the interview, think of good examples to competency questions you may be asked at the interview so you are prepared
• When answering competency based questions set the scene and be specific using the STAR technique:
  • S = situation
  • T = task
  • A = action
  • R = result

The main competencies that interviewers will look for are

• Team Work
• Sales Ability
• Planning & Organisational Skills
• Customer Focus
• Initiative
• Drive
• Make sure you show ability in all these areas

Once you have given the example ask the interviewer if you have answered their question

Competency based answers must be in-depth and with impressive examples that demonstrate the skills being tested

Pull answers from all areas of your life

Trainees

• Convince the interviewer why medical sales is right for you
• Research into the role makes you more appealing to the
• interviewer For example, shadowing a Medical Representative is a must
• Understand the highs and the lows of the job
• Be honest and realistic
• Ensure you focus on the selling aspect of the job

Remember: medical sales is 85% selling and only 15% technical knowledge

Key areas to emphasise during the interview:

Experienced Rep

• Business & Customer focus
• Responsibility
• Performance results (brag file)
• Planning & implementation ability
• Logical decision making
• Times when you have gone above and beyond the call of duty

Trainee Rep

• Achievements in life to date. For example, sales figures and University degree
• Relate work experience to medical sales – what skills have you developed and how you can transfer them
• Give demonstrable examples of initiative
• Business and customer focus for example, understand the need to business plan
• Maintain your energy levels throughout the interview
• Keep composure in difficult situations.
• Be positive
• Do not be negative about your employers at all. This may make you look like a pessimist or trouble maker even if you were not responsible for any problems

Closing

Avoid personal issues such as salary and type of car unless they ask the question

Prepare some business focused questions to ask.

For example:

• Type of management style
• Team dynamics
• How performance will be measured
• What does the interviewer like about the company

At the end of the interview make a close

For example:

“Is there anything I have or haven’t said that would prevent me from entering the next stage in the interview process?  If so, could we please discuss them now?”

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