|
Home »
Competency Based Interviews
Competency based interviews
by Jeremy
Tromans
AllAboutMedicalSales.com
Increasingly, companies choose to
employ a formalised, objective structure as a means to standardise the
interview process. This allows all candidates an equal opportunity to present
their abilities and skills in line with the specific requirements of the
position being sought.
Competency based interviews focus on
'core-skills' i.e. those specifics skill or behaviours that constitute success
within a given role. Each competency will be assessed for a requisite amount of
time (usually 20 minutes), with the interviewer asking a standard set of
focused questions. The interviewer is looking for specific, solid evidence that
the candidate demonstrates the particular competency being assessed.
How to get through competency based interviews
It is usual practice for a score to be
allocated for each competency examined during the interview, with the total
score serving as a measure of objectivity.
As follows are some general
tips:
- DON'T give general examples
- DO give specific examples
- The interviewer will examine your examples in more
detail, asking a series of probing questions. In view of this it is important
to use good, solid examples, within which you are able to recall as much detail
as possible · It is perfectly acceptable to use examples from your
personal life, as well as from your professional activities
- It is vital that you are prepared and have considered the
core competencies and suitable examples before your actual interview
The main competencies that are often
examined within interviews for Medical Sales positions are as follows:
- Sales ability / Persuasiveness
- Drive for results
- Planning and organisation
- Teamwork
- Customer service
Other competencies include:
- Self development / ability to learn
- Change orientation / flexibility / stress tolerance
- Problem solving / initiative
- Business acumen
- Presentation skills
There are others, but these are the main
ones that you will encounter. As long as you have taken the time to consider
what your interviewer is looking for and have mentally prepared an armoury of
suitable, credible examples, then you are on the road to success.
Lets
now look at the main competencies in a little more detail:
Sales
Ability / Persuasiveness
Fundamental to Medical Sales is the
ability to effectively promote your particular product. Therefore, an
understanding of the basic sales process is a good starting point, along with
recognition of customer needs. At a basic level it is important to demonstrate,
via specific evidence that you are able to present a logical case or argument
and via an understanding of the needs of the other person or party, pick those
features and benefits most suited to the occasion.
Example
questions:
- Can you give an example of a time that you have sold an
idea, concept or product by identifying a particular need, issue or concern in
the mind of the person you are selling to?
- Can you talk me through the last occasion on which you
presented a persuasive argument to another person or can you describe the last
sales call that you made?
- Was there ever time, whilst selling a product or idea,
where you adapted your approach to suit the person you were selling to?
- Describe a time when you could not persuade someone to
your point of view?
- What is the most difficult sales situation that you have
ever encountered?
Drive for results
This
competency is key to excellence in sales and relates to an individuals
motivation and capacity to strive to achieve or exceed targets. When the chips
are down and you are faced with seemingly insurmountable obstacles, do you quit
or overcome? Do you have the strength of character and determination to always
see a solution and to always persist?
Example questions:
- Talk me through a time when you have had to work towards
a challenging, ambitious objective.
- Has there ever been a time where you have had to work
harder and longer to ensure that a time deadline was met?
- When was the last time that you were called upon to do
more than would normally be expected of you?
- What do you like least about your current role?
- What do you feel is the greatest challenge in your
current role?
Teamwork
Together everyone
achieves more. Teamwork is all about synergy and partnership. It encompasses
the ability to see the bigger picture and to work outside of the confines of
our own selfish motives. Teamwork requires an understanding of the dynamics of
people, their personalities, their particular motivations and needs. There is
no 'I' in the word team!
Example questions:
- Tell me about the last time that you had to work as part
of a team to achieve a specific outcome.
- Whilst part of team has there ever been a time where you
witnessed conflict?
- Describe a time when a colleague or friend has annoyed
you.
- Have you ever had to modify your approach to take account
of someone else's views?
- Can you recall a time where you have needed to offer
constructive feedback to a friend or colleague?
Customer Service
Attention
to detail and taking the time to understand the needs of your customers is
often the extra polish that converts average to excellent. Some people
naturally go out of their way to deliver that extra service and take personal
responsibility to ensure the highest levels of customer satisfaction.
Example questions:
- What do you dislike most about dealing with people or
customers?
- Has there ever been a time that you have dealt with
personal criticism relating to a service that you have delivered?
- Describe an instance where you have delivered more than
is expected of you
- Have you received praise relating to the levels of
service that you have delivered?
Planning and Organisation
If you fail to plan, then you are 100% planning to fail. In business as
in sport, if you have no goals, you are sure to loose. A common denominator of
all outstanding sales professionals is their attention to the planning process,
followed by constant monitoring and adjustment as required.
Example
questions:
- When was the last time that you had to take on extra work
at short notice?
- How do you manage your own time and objectives?
- When was the last time that you had to work to a
particularly tight deadline?
- How do you determine your priorities?
- How do you monitor the progress of projects or
tasks?
It is likely that the above competency
style questioning will be preceded by some small talk and agenda setting. Many
interviewers will then employ your curriculum vitae as a starting point,
perhaps taking five or ten minutes to discuss relevant parts of this important
document.
Always have spare copies of your CV with you and ensure that
you are fully aware of its content and can further substantiate any questions
asked. It is a good idea to view your CV through the eyes of your interviewer,
whilst considering the logical questions that might be asked. Are there any
gaps or sections of your CV that might instigate a negative perception?
Generally, competency interviews last for 2 hours. Some candidates find
them intense, whilst others find them quite invigorating. All tend to find the
process to be a useful and enlightening experience. Whether you agree with them
or not, competency interviews are instrumental to current recruitment protocol
and are proving highly effective for those companies employing them. Enter into
the spirit of them, use them as a development exercise and learn from any
feedback that is offered.
Wishing you success.
Disclaimer
Net Media Marketing excludes any
warranty, express or implied, as to the quality, accuracy, timeliness,
completeness or fitness for a particular purpose of this briefing. Net Media
Marketing will not be liable for any claims, penalties, losses, damages, costs,
or expenses arising from the use of or inability to use this briefing or from
any unauthorised access to or alteration of the Briefing. Net Media Marketing
makes no warranty that the contents of this briefing are compatible with all
computer systems and browsers.
Medical sales jobs,
Pharmaceutical sales jobs, All jobs
& vacancies, Pharmaceutical
jobs, Healthcare sales,
Laboratory sales,
Veterinary sales,
Dental sales jobs,
Trainee
sales jobs, Nurse Advisor jobs,
Sales Management,
Pharma Marketing,
Senior Management,
Regulatory jobs,
Clinical jobs,
Scientific sales jobs,
Pharmaceutical jobs,
British National Formulary (BNF),
British Pharmacopoeia (BP),
Pharmaceutical Company list,
NHS News - local and national
|
