Sales Interviews Are About Sales! Quantify Your Experience.

A sales rep’s career opportunity is to make the sale.  So if you’re looking for a new revenue career opportunity in lab revenue, laboratory device sales, or any other health care revenue arena, the best way to get a pharmaceutical sales position is to make it your mission is to demonstrate that you can ring that cash register, and do it well.

Start with your RESUME. Your CV is your marketing document….your “brochure” that’s going to draw them into calling you for an interview.  And a revenue resume is all about the numbers.  That’s what hiring managers (and laboratory revenue recruiters) are looking for.  What kind of numbers can you pull down?  What’s your revenue ranking?  Did it increase?  What does your customer/units sold/profit growth look like?  What was your budget?  What kind of sales have you generated?  (Either in actual dollar amounts, or percentage increases.)

Be prepared for the interview. There’s a nice chance that you’ll discover yourself in a behavioral based interview (also called BEIs, or Behavioral Event Interviews).  The reason hiring managers like those so much is that they get a better picture of what you’re like in everyday situations, as well as in difficult situations like the ones you’ll surely be in on the new career opportunity.  They want to know exactly how you’ll represent the company in every circumstance.  The best way for Them to get an idea of that is to see what you’ve done before, because past behavior is the best predictor of future behavior.  And, any sales rep worth his or her salt can talk a good game, but only a few can back it up.  SO:  When you’re thinking about possible behavioral interview queries in a sales interview and coming up with outstanding examples of your valuable selling and customer skills, quantify ‘em as much as possible.

Article courtesy of  Peggy McKee - Owner / Senior Recruiter at the nationally
recognized medical laboratory and medical sales recruiting team of PHC Consulting.
© Copyright 2008 PHC Consulting | All rights reserved

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Sales Interviews Are About Sales! Quantify Your Experience.