Research
It is expected at the very least that you have researched the client's website. However, this is the minimum expectation, so we'd advise also researching competitor websites and the market/industry in general. Be clear on where you feel you could fit in to the company and exactly how you will add genuine value to their operation.
Preparation
The importance of preparing for an interview correctly is all too often overlooked. The value of knowledge and creating a good first impression will be invaluable when you meet your potential new employers. It will be expected of you to arrive on time, to be presented in smart business attire, offer a firm handshake and certainly answer the 'how are you?' question with a positive answer, after all, you're a positive person.
Facts & Figures
For all interviews it's vital you know your stuff. You will be expected to know all your revenue figures, your billings for the previous year, quarter and month, the affect your actions have had on profit margins or cost savings. If you're not a top earner or key perfomer in your current business, why not and how do you intend to get there? Your interviewer will want to know what your capabilities and ambitions are. You will be asked how you compare to your colleagues. If possible take along a brag file or marketing portfolio highlighting specific career successes and creative campaigns you have directly impacted. The key to this is to be positive, specific and to be prepared.
Having worked in a results driven environment you must be able to explain how your existing performance based bonus structure operates, and how much you have earned against it. Clients may also ask for proof of this. Lots of professionals will create a 'brag' file of their career highlights, this can contain certifications, payslips, P60's or any other relevant documentation which can provide your employer with evidence of your abilities.
Clients
Sales & marketing interviews are notoriously specific and often measurable. As you'll be asked about the type of organisations you deal with, it is always worth having a case study in mind of a client success story - maybe a client you won from scratch and then nurtured into a high yield account? Or a specific marketing campaign you created which brought tangible results and return on investment? How have you built your employers client base and brand, what was your strategy and how would you relate this to the company you are interviewing for? You may be asked about restrictive covenants in your current contract, can you bring contracts/business with you or are your hands tied for a specific period.
Questions
You will almost certainly be given the opportunity to ask questions by your interviewer. Make the most of it - after all, an interview is a two way process, it's your chance to really turn the tables and find out if the company is right for you in both the short and long term. Ensure that you have prepared for this step as having no questions to ask is often perceived as as a lack of interest. Example questions include:
Who will I report to? What are there strengths?
Who are the company's existing clients/market?
What are the current and future plans for the company?
How does the bonus structure work?
Will relocation or travelling be required now or in the future?
What training do you provide?
What would I be expected to accomplish in this position?
What are the main benefits of your products?
What are the geographical boundaries of the role?
What's the mix of new to existing business?
How long is the product sales cycle?
What are the reasons for the vacancy?
What are the positives and negatives of working for your business?
Closing
Once the interview has finished, thank the interviewer for their time. If you want the job, make certain they know it, express your enthusiasm for the role and the company. Here comes the all-important close - make sure that you ask your interviewer if they have any reservations about you or your ability to be a success in the role. This allows you the chance to positively overcome any question marks there and then. At this point, you can also ask if they can see you fitting into their existing team? This will allow the employer to paint a mental picture and seriously consider you for the role.
Close with a firm handshake and a smile. Remember, the interview isn't over until you are on your way home, so exit professionally and thank the receptionist.
My Sales career Sales_Careers.pdf
My Marketing career Marketing_Careers.pdf
My Contact Centre career Contact_Centre_Careers.pdf
