Behavioral Interviewing for Sales Organizations

More effective hiring decisions through more relevant interviewing

Course Description

The premise behind behavioral interviewing is that the most accurate predicator of future performance and success on the job is past performance in similar situations. It focuses on previous experiences, behaviors, knowledge, skills and abilities that are job related. Behavior-based interviewing is believed to provide a more objective set of facts on which to base employment decisions than the more traditional interviewing techniques.

This workshop presents the tremendous impact that effective behavioral interviewing can have on a sales organization and the company’s bottom line. It is filled with interactive activities and exercises to demonstrate and practice behavioral interview questioning techniques, probing for clarification and insight, and interpreting a candidate’s responses. The result of a good behavioral interview is a candid and accurate assessment of demonstrated competency to fulfill the job requirements that lead to sales success.

Learning Objectives

As a result of successful completion of this one-day workshop participants are expected to:

• Determine the behavioral requirements and competencies of the sales job
• Create behavioral interview questions
• Conduct effective behavioral interviews
• Probe for clarification and insight
• Explore candidate inconsistencies and weaknesses
• Interpret candidate responses to accurately assess competency
• Make better hiring decisions for sales jobs

Course Details

• Length: One Day
• Audience: Professionals responsible for interviewing for sales positions, making hiring decisions, or participating in the hiring process
• Optimum Class Size: 12
• Prerequisites: Experience in or familiarity with the sales hiring process

Facilitator

Bob Nordan is an experienced sales professional with over 20 years in hiring and managing sales representatives and sales managers. Since 2001, he has provided consulting services to sales organizations to increase their sales success through realignment of sales methodologies, more engaged sales management, improved hiring processes, and increased sales competencies. His front line sales experience provides Bob with insight into the challenges of cutting through the veneer of traditional sales interviews and achieving a true assessment of competencies and behaviors that will lead to outstanding performance and sales success. His facilitation of the workshop activities is both challenging and instructional.

For additional information or to arrange a workshop

Please contact our Sales Department at: sales@ani-training.com