Most sales interview processes have several steps before an organization will make their selection and job offer to a candidate. In some cases, management will make a vital mistake when assigning a prospective candidate “homework!”
During the interview process we sometimes hear management ask a candidate to “create” the best practices in “selling” to a targeted segment of an organization. They ask prospects, “Design your best process to meet with X and return in a week to outline this process and tell us why you feel it would be successful!” Seems like a very logical question, right!
MISTAKE! Top talent will run from your company! Why, you ask? It’s the company’s sales organizations responsibility to know their targets and how to build the process of effective selling of their product or service. As a top player in your industry you must develop an efficient and effective sales system and process which leads to results. Top sales candidates recognize and are attracted to organizations which have sales steps mapped out which lead to success!
Without a clearly mapped sales process, candidates will overlook your organization as they are not interested in “building and experimenting” with their desire for great success. Great sales people want to know how many steps (phone calls, presentations, relationships, etc…) it takes to get to the end zone!