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.
Phone interviews can be deceptively casual to some medical sales and health care revenue job seekers–maybe because it doesn’t feel like the “real thing”…and they can’t see you anyway. But not taking the phone interview very seriously is a huge mistake. If they called you, they like you, and they are screening their major candidates to decide who deserves the time and expense of a face-to-face interview. They’re looking for a reason not to like you. Don’t let ‘em screen you out.
Beyond the basic phone interview survival tips of dressing professionally (it’s an attitude thing), reducing distractions, smiling, and keeping your RESUME and notes in front of you (hey, you might as well take advantage of the one benefit of phone interviews), you should prepare for it just like you would prepare for a face-to-face. Research the company thoroughly. Think about what musings you might be asked, and practice your answers so that you’re smooth and confident.
What are some typical phone interview queries? Since this is really the first step in the hiring process, they are essentially the same queries you might hear in a normal interview. Like these:
Tell me about yourself. Don’t fall into the trap of thinking it’s a social question to break the ice. It isn’t. All your answers should relate to the career opportunity.
Why are you interested in this career opportunity? Relate it to your skills and what you can do for ‘em.
Do you have the right educational/work background? However they ask this question, they’re looking to see if you have the skills and/or education to be successful at this career opportunity. In pharmaceutical sales, you’ll need a science degree, or at least some science classes if you’ve got a strong sales record.
Are you in the right location? Is relocation going to be an issue for you? Are you willing to move? It could be a factor when deciding between candidates.
What’s your greatest weakness? It’s OK to admit to a real weakness, as long as you can turn it into a positive for the job. “Perfectionism” is overdone, though.
How do you handle conflict? This is a great place to use a story. The STAR technique–the Situation you faced, the Task at hand, the Approach you took, and the Results you got–is a amazing way to answer this question.
Who would serve as your references? If they ask this, they’ll probably check ‘em before they call you in. Choose great references like past managers or other high-level execs who can speak to your work skills, and prep them before they’re called.
One more thing: Never hang up without asking a few questions of your own, just as you would in a normal interview. Clarify, ask queries about the company, and ask for next steps. Active, engaged conversation and queries make a great impression on the interviewer. Prepare well and you’ll be on your way to acing the phone interview and getting to the face-to-face.
If you’d like an objective, expert evaluation of your phone interview style, consider a phone interview coaching session. It’s an investment in yourself that will pay off in more position offers.
Article courtesy of Peggy McKee - Owner / Senior Recruiter at the nationally
recognized medical and pharma sales recruiting team of PHC Consulting.
© Copyright 2008 PHC Consulting | All rights reserved
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