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Nail That Inside Sales Interview

February 16, 2018
By Mandi Nowitz - Web Editor


Applying for an inside sales position? In case you are unsure of how to properly go about it, VanillaSoft’s Vice President of Sales, Scott Amerson offers some incredibly valuable insight so you will never be ill-prepared.




Amerson acknowledges that he has seen some amazing candidates on paper but in person, they fail to live up to the hype. He goes on to explain how to not be said person and this starts with knowing exactly what you want to do and the profession desired. Is being an inside sales rep truly your calling? He poses a few queries:

  • Are you comfortable with hearing “no” and handling rejection?
  • Do you enjoy talking to people on the phone and via email?
  • Are you persuasive, friendly, and concerned with helping people find answers to their problems?
  • Do you enjoy competition and meeting goals under pressure?

He adds that a LinkedIn (News - Alert) profile showcasing the best candidate qualities is key.

Once you have selected the company that you want to work for, research is also key as you should learn the ins and outs, clients, services, etc. Additionally, read up on reviews from former employees to know if this is a quality place to invest your time. If not, there is another great fit out there.

Amazing resumes and cover letters catch the eye and will get the interview so do not underestimate the power. What skills do you possess that make you THE person for this position you are interviewing for? Highlight your strengths and all you have done leading up to this moment.

Do you have a sales philosophy? If not, develop one because it is more than just selling merchandise; it is a passion. Amerson suggests Jill Konrath’s sales philosophy page for a great example. Along with a sales philosophy, be prepared with numbers if this is a data based position. Know the company’s revenue, number of daily dials, metrics, etc. If you want to be in an industry, demonstrate your passion.

Ask questions but be sure to listen so you can properly answer right back. Do not just sit in the interview radio silent as the interviewer wants to hear positive communication skills. One question to definitely ask is if you can shadow a sales rep. This shows willingness to learn and want to be a part of the team; not just any team but this particular team.

Follow up. Do not let them forget who you are.




Edited by Ken Briodagh



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