• Introduction To Keith Rosen
 

Starting Point Business and Sales Directory
Silktide SiteScore for this website


Beyond Questions: The Interviewing Process

Article Theme: how to conduct an effective interview

An article by Keith Rosen about how to conduct an effective interview

If you are now at a point where you have identified some potential candidates, it’s critical to develop an interviewing process that you are going to take each candidate through. This encompasses not only what you do or say during an interview but how many interviews you are going to conduct with each candidate and who they will be meeting with.

Consider these questions when developing your interviewing process.

  • How many interviews will be scheduled for each potential recruit?

  • What gauge will you use to decide whether or not they even make it to the second or third interview?

  • Aside from checking their references, are you going to conduct a background check or drug test?

  • Will they be meeting with other people in your company so that you have more of a panoramic view of whether or not they will fit into your company’s culture?

    Often enough, having several people interview each candidate provides you with a greater insight into each potential hire and may expose some additional obstacles or “red flags” that you may not have recognized or are outside of your line of vision.

    Some employers take their top candidates out in the field for a day or two so that the salesperson gets a clear sense of their responsibilities and what their days would look like. Moreover, this will provide the employer with a better sense of how each candidate would perform on the job and how they would handle the timely and pertinent issues that they would be facing.

    Other companies have an evaluation period to determine if their new hire will work out. (After all, you can’t accurately judge someone’s work ethic until they are actually working.)

    Who's Selling Who?

    While employees often feel the need to have to ‘sell’ candidates on taking the position, consider that it’s more important for each candidate to sell you on why you should hire them.

    After all, you are the one who is providing them with a fabulous opportunity! Make sure you have a list of effective interviewing questions handy. Use your job description as the cornerstone for developing your interviewing questions.

    Remember, some questions are prohibited by law. The Equal Employment Opportunity Commission (www.eeoc.gov) and Americans with Disabilities Act (www.ada.gov) Web sites can shed some light on the questions to avoid.

    To make your interviewing process even more effective, consider weaving in some skill practice scenarios or role plays where the candidate is put into a ‘real life’ situation. This enables you to see firsthand how they think and handle certain challenges or situations as well as how skilled they really are in the art of selling.

    Tip from the Sales Coach:
    If you are unsure whether they are a good fit for your company, have the candidate meet the rest of your team or the people they would be working closely with so that you can use their input as an additional gauge to determine whether or not this candidate is a good fit.

    Take your life and career to the next level.

     
    Email:

    Keith Rosen, MCC - The Executive Sales Coach

    Keith Rosen is the preferred, authentic coach that top executives and sales professionals in many of the world's leading companies call first. As a prominent, engaging speaker, Master Coach and well-known author of many books and articles, Keith is one of the foremost authorities on assisting people in achieving positive, measurable change in their attitude, in their behavior and in their results. Keith's articles can be found in Selling Power Magazine and has appeared in feature stories in The New York Times, The Washington Times, Inc. Magazine, Sales and Marketing Management's Ultimate Motivation Guide with Stephen Covey and The Wall Street Journal. For his work as a pioneer in the coaching profession, Inc. magazine and Fast Company named Keith one of the five most respected and influential executive coaches in the country.

    To speak with Keith about personalized, one to one or team coaching or training or to receive his free ezine,
    call 1-888- 262-2450, e-mail info(at)ProfitBuilders.com or visit www.ProfitBuilders.com.

    This article about how to conduct an effective interview presented by Profitbuilders.com