Fortunately, there are usually plenty of job opportunities available to salespeople. There is also usually plenty of competition.
This means when you hear about a potential new role — or if you’ve made the decision to begin actively looking for one — you’ll need to put in the same kind of planning and preparation that you might do when you’re getting ready to pitch a new client.
In many cases, this begins with making sure you have all the right materials in place. You also probably go into a pitch knowing what kind of questions the client will ask, and you have some questions of your own. Most importantly, you know your value proposition and key selling points like the back of your hand.
The identical elements are all involved in landing your next sales role. You’ve probably already heard the usual advice about dressing well, being polite and sending a thank you email after an interview. Let’s stick with the more sales-specific stuff instead:
1. The sales job materials you should have on hand
Unless you get an interview through a personal referral (and even then), a resume is still a standard part of the recruitment process, so keep yours up to date at all times.
Hopefully you already have a sort of living resume via your LinkedIn Profile, which may be pulled in through your potential employer’s HR system. There are advantages, however, in creating a resume that includes things that might not fit into a LinkedIn profile, or that you might prefer to share privately.
Keep the expected sections, such as your work experience, your education and references. But also consider:
- Performance data: How many times have you crushed your quota in a row? How has your win rate compared with those on your teams? What’s the biggest deal you’ve landed? How long have you kept customers loyal? Always think of the kind of outcomes the employer will want in their next hire.
- Leadership indicators: Have you represented your current employer at an industry event? If so, link to an online recap if it’s available. Have you written blog posts or social media content as part of the selling process? Showcase some samples. Have you contributed to internal training or sales kickoff-style events? Demonstrate your ability to take ownership and accountability. You may be getting hired as a rep, but many companies hope to move people into other roles down the road.
- Testimonials and case studies: You use these assets in closing deals, so use them here, too. Keep the name anonymous if need be, but what has your best customer said about you? What’s a three-paragraph summary of how you turned a potentially dying deal around? What other problems have you solved within the company while continuing to generate revenue? Remember that the best resumes are essentially conversation-starters for the interview. Give them something to talk about.
2. The sales job interview questions to ask
Many people who conduct sales job interviews love it when they reach the point where the candidate has the floor. It takes the pressure off them for a minute, and it allows them to get a glimpse into what the candidate has been thinking about the employer and the role up until this point. The worst thing you could do? Stay silent.
Show genuine interest in the organization and particularly how the sales team fits in. Try asking questions like these:
- ‘In what way does sales contribute to the company’s sense of purpose?’ Many organizations are now expected to have a mission beyond offering products and services. This question shows you’re not just focused on your compensation details but want to be part of the culture. Learn how well your values align with theirs.
- ‘How would you describe the relationship between the sales, marketing and service teams?’ Companies are always trying to do a better job of breaking down the silos between departments. When you ask this one, you’re showing you understand the need for a holistic approach to managing the customer experience, not just closing deals.
- ‘What kind of technologies are helping improve sales performance?’ Maybe the company uses a CRM already. Or maybe not, and you can talk about how your use of one in a current or former role was a game-changer. If the firm is using or plans to use artificial intelligence (AI), this is a chance to show you’re not scared of it, but see it as an opportunity instead. This is where you could also discuss the firm’s stance on remote work, too.
3. The sales job value props you need to know by heart
Sometimes when you apply to a job through an online form, there will be an open-ended question at the end that says something along the lines like, “What makes you the best person for this job?” In other cases this might get asked at the interview.
It’s human nature to freeze up at this one, because it feels so personal. Treat it the way you would a value prop for your current or former employer’s products, however, and it may be easier to answer.
A value prop is a way of summing up the key ways in which a product addresses a customer’s pain point, or makes their life better. It’s usually no more than a sentence or two. You should aim to have something similar that sums up your personal brand.
This could include your history of data-driven decision-making, your ability to sell using social media, or even the way you apply lessons learned from existing customers to new prospects. Spend as much time on this as you do everything else, because it becomes a key message you can keep coming back to and anchor the impression you make in the interview.
We’re getting close to a new year, and hopefully a number of other new beginnings. Best of luck as you explore what it could mean for your career in sales!
