It takes more than qualifications to get the job. Don’t count on your track record. In a close race, best prepared wins.
Two candidates were interviewing for a District Sales Manager position. Both had great backgrounds and qualifications. Both nailed the Behavior Based Interview, and we moved on to talk about their planned approach.
Joe (not his real name) came with his generic 90 day strategy. It was as if he had read Michael Watkin’s Book, The First 90 Days,* and copied the generic advice into his plan. His key actions looked like that of so many other candidates. Part of Joe’s plan was to visit every store in his territory in the first 30 days. Yawn.
*p.s I love Watkin’s book. It’s a great read when applied well.
Before her interview, Jane (not her real name), took 2 days off and visited all the stores in the new territory (across a 200 mile radius) in plain clothes. She came prepared with a list of observations, priorities, a platform for improvement, and a robust plan to begin tackling the issues in the first 30 days. She nailed the interview.
Jane’s now knocking that job out of the park.
A Deeper Approach to Interviewing
When interviewing, don’t bring generic plans. Do your homework. Go learn something deeper to discuss.
1. An Understanding of the Business
Talk to people. Arrange advanced visits if you can. Determine who is best-in-class. Understand the current priorities. Use real data to share specifics for your strategy. Come with informed questions. How far you can go with this will depend on whether you are interviewing internally or externally. However, you may be surprised how much data you can find in either circumstance. You can gain much from a solid google search.
2. A Platform
Just like a political candidate, be prepared to share your vision for this role. What is the one big thing you will accomplish? Share why you are passionate about your vision. Articulate the unique aspects of your leadership.
3. Your Angle
Describe your key skills and abilities and how they will benefit this organization. Make connections between unrelated roles. Describe how your diverse experience has built transferable skills perfect for this position.
4. Your Track Record
Come prepared with specific results and deliberate stories that highlight your leadership. Don’t just share your stack rankings(a common approach), share how you achieved them.