The candidate must understand the business well enough to present a full plan about the job.
And the employer must be savvy enough to expect it.
Remember that sales is a social science and not a wrestling match. Victoria Duff specializes in entrepreneurial subjects, drawing on her experience as an acclaimed start-up facilitator, venture catalyst and investor relations manager.
Since 1995 she has written many articles for e-zines and was a regular columnist for "Digital Coast Reporter" and "Developments Magazine." She holds a Bachelor of Arts in public administration from the University of California at Berkeley.
I told him to prepare like he was proposing starting a new business and to show up with a compelling plan that he could explain in 10 minutes.
So he entered the room and offered to do a traditional interview, but he also asked the VP of marketing’s permission to go to the whiteboard to do his presentation. Gerry quickly outlined his understanding of the company’s market, the problems and challenges it faced, and his brief plan about how to build the business. At this point in my biz school presentations, I ask the audience what they think the number is.
Create a table projecting monthly sales goals, the number of transactions required to meet those goals, and explain how you plan to achieve those transactions.
Outline the details of your target customers and describe what makes them want to buy.
Or is your charming personality and ability to sell your greatest asset?
Estimate how many sales you need to close in order to make an average month's commission income, and infer how many customer contacts that requires if you only sell to one out of every 10 customers.