The Different Types of Sales Interviews

1. Resume Review Interview: One of the mistakes that happens here is when the interviewer shows up, looks at the resume -- seemingly for the first time -- and begins to make up questions on the fly. Take the time to prepare appropriate questions about the resume. Some areas to take a look at include:
   • Accomplishments -- what did they do (or say that they did)?
   • Title -- check that these are commensurate with the responsibilities they've had.
   • Employment dates -- look for months and years, because sometimes candidates only put years on their resumes in order to cover up employment gaps.
   • Training programs -- ask for certificates and completion dates.
   • College degree(s) -- if this is something you have said is important for your environment.


2. Behavioral Interview: This is based on the expression that "the best predictor of future behavior is past behavior."


3. Standard Query Interview: The series of questions you ask every candidate, in order to gather enough data to compare the candidates with one another. You also ask each candidate questions based on your "ideal candidate" profile to see if there is a match.


4. Reverse Interview: You may not be as familiar with this one, but it's one of my favorites. It's a great way to elevate the status of a veteran team member, and a great way to afford the candidate a better opportunity to better understand your culture. In this type of interview, the candidate asks the questions of someone who would potentially be their peer. Afterwards, a debriefing is conducted with the reverse-interviewer to see what questions were asked. If the candidate took advantage of this opportunity, they brought prepared, insightful questions and wrote down answers. If they didn't, it sends a message to you about how this particular individual might be when making a sales call. Another fringe benefit is that the candidate may ask questions that show a lapse in judgment, which in turn may be a cause for concern about bringing this person into your company.

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