If you are a sales professional or want to become one, or if you are looking for a new sales job, you will face one of the toughest interview processes of any job seeker.
Don’t get me wrong…there are many questions you must ask the interviewer in order to land a clinical sales job. Asking questions in the interview demonstrates your intelligence, drive, enthusiasm, and preparation for the job. It turns the interview into a conversation between professionals, putting you in a better psychological career opportunity, interview-wise. You’ll also discover out if you really want to work there. You’ll find out, for instance, if the environment is a fine fit, if you can work with this manager, and if it’s a place where you can advance your career. All in all, having queries of your own to ask in the interview is a great thing.
But.
What's the most important interview question?
What’s the one question you can’t afford to forget? It’s the one question that can make or break your interview.
It’s “What are you looking for?”
Or you could ask it in a different way: “Can you describe your top performer in this role? What are his or her characteristics?”
Why would you ask this question? Because it sets up the interview…tone, structure, focus, etc. Maybe you think it’s obvious from the career opportunity description, or otherwise self-explanatory. By asking this question, you’re going to get at the heart of what the employer’s looking for, and it’s going to give you major guidance for how to formulate the rest of your answers–especially if you’re asked any behavioral event interview questions. You can choose the stories that are going to really tilt the interview in your favor.
Health care revenue managers are going to have a “formula” in their heads for what makes a great medical revenue rep. It will vary depending on the industry (clinical devices, laboratory revenue, pharmaceuticals, laboratory, biotech, etc.), the individual company, and the products they sell. If you can uncover what that formula is, then you’ve a much better shot at showing the hiring manager why you fit.
The interview is beautiful precious real estate in your job search. You don’t want to waste time addressing what you THINK the employer wants. Just ask. Make every minute count, and make every answer give the hiring manager one more reason to offer you the job.
Check out my no cost training webinar “How to Get a Better Career opportunity Faster” for more career opportunity search tips.
Article courtesy of Peggy McKee - Owner / Senior Recruiter at the nationally
recognized clinical and clinical laboratory revenue recruiting team of PHC Consulting.
© Copyright 2008 PHC Consulting | All rights reserved
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