The Challenge

This Question might seem like a straightforward way to assess the value proposition of Sales & Marketing candidates, however, it puts the burden entirely on them and doesn’t foster a two-way conversation.

Furthermore, this question plays into the hands of male candidates who are typically more aggressive at self-promotion which can lead to diversity and inclusion issues within teams that utilise this approach.

The interview should be a collaborative exchange where both parties learn more about each other. By asking “Why should we hire you?”, you miss the opportunity to sell your company as a great place to work which in today’s candidate-led market, is essential for improving your access to commercial talent.

The Alternative:

Instead, shift the focus to alignment. Ask questions like: “How do your skills and experience align with the requirements of this position?” or “What aspects of our company culture resonate with you?” These questions not only assess the candidate’s qualifications but also reveal their understanding of your company and their potential fit within your commercial team.

This also provides an opportunity for you to reiterate exciting aspects of the role and your company that you feel are attractive to candidates and reinforce with them the elements that resonate with them to leave a good lasting impression.

Focusing on alignment between the candidate and the role/company, asking questions that explore how their skills and experience match the job requirements, and discussing how their values align with your company culture, will yield far better results than asking candidates to ‘sell’ themselves.

If you would like more support in the search & Selection of top FMCG commercial talent, please get in touch with our team:

Manchester — 0161 274 9184

London — 0203 196 0896

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