A sales role-play scenario is common. Many sales recruiters use role-playing and situational questions as a way to assess candidates. There is no better approach than to see a candidate…
A sales role-play scenario is common. Many sales recruiters use role-playing and situational questions as a way to assess candidates. There is no better approach than to see a candidate in action and see what they are made of. This approach gives companies a real sense of what the sales candidate can do and how they will interact with their customers.
From the candidate’s perspective, while it can be an intimidating endeavour, it gives you the chance to show what you are truly about and differentiate yourself from other candidates.
Here are a number of ways to not only survive sales role-play scenario but also thrive:
Even though it’s a role-playing situation, it’s important to take it seriously and treat the situation as a real sales call. From the second you start, use your best sales approach. Treat the sales recruiter as a sales client, and take them through your sales process. Be ready for objections and maybe an unforeseen circumstance or two. The interviewer will want to see how you react to a variety of situations that could pop up during a sales call.
Expect the company to ask you to sell one of their products. Therefore, it is extremely important to learn as much as you can about the products or services you would be selling if you got the job. Companies ask you to sell their products to not only see your sales skills in action but to also see if you did your homework.
Confidence is important. When planning your approach, it’s important to act as if the job is already yours. Act as if you are a representative of the hiring company. This shows confidence, and it also provides the hiring manager with a visual of you working for the organization.
Every sales call ends in an attempt to close or move the sale forward. Based on where you got during the role-playing, confirm the steps and information communicated, propose the next steps in the process, get agreement on key pieces of information, and if the timing is right, ask for the sale.
SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit salespeople in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right salesperson for your organization, start your search here.
Claire has 4+ years of experience in sales and recruitment. As a Director of Client Services, her main objective is to connect great people to great companies by building strong relationships with both top clients and candidates in the sales industry. She specializes in sales roles of all seniority levels for both enterprise and start-up clients North American wide. When Claire isn't networking with top talent, she enjoys being outdoors, traveling and spending time with friends & family.