While describing the interview process and other technicalities
associated with it, it becomes imperative to describe what is
technical sales. Technical sales is that type of sales activity
wherein an organization indulges in the sales of technical products
or services which necessarily involves the expertise in the
technology.
Following are the interview process which is followed in
interviews with respect to technical sales professional:
- Preparing for the interview; It is imperative for both the
interviewer and the interview to prepare for the technical sales
professional interview because this is not a general sales wherein
impromptu style is always considered to be desirable.
- Carry relevant subject matter experience; So many great
salespeople who have great sales background fail at technical sales
simply because this is altogether a different domain that
necessarily requires a great technical sales background.
- Find an elevator pitch; Salespersons should be able to put
their ideas clearly without having too many pauses and breaks. The
interviewer and interviewee should be able to communicate with each
other very clearly. How clearly is the interviewee able to
negotiate and persuade their targets and make a deal
successful.
- Focus on numbers; Great salespersons are great in numbers and
in order to see if they have necessary technical sales knowledge,
it becomes imperative to see how clearly the person can communicate
numerically with himself and to the target.
- Emphasize technical sales numbers; Ask clearly how many leads
have the person closed during his/her previous job and how much
effort did he put in closing the leads. It should be seen how much
does an interviewee understands the technical part of the
product.
- Close the interview; Ask closing questions to see how the
person in question is closing the interview. The Interviewee should
make this an opportunity to close like he is closing a deal.
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