Duration
1/2 Day or 1 Day ILT Workshop; One or Two 4-Hour VILT Workshops
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For Who
Sales Managers, Sales Leadership
Format
VILT, Instructor-led
Build a Better Team with Behavioural Interviewing Training
Hiring new sales talent is a lever for growth, but many managers miss out on hiring the right candidates because they don’t know how to perform a thorough, performance-based assessment during the selection process.
At-A-Glance
3M+
Individuals Trained130
Global Certified Facilitators3,500+
Virtual Sessions Completed in Past 6 Months4.7
Average Facilitator Score out of 5Behavioural Interviewing Training Programme
Richardson Sales Performance’s Behavioural Interviewing Programme helps hiring managers understand what makes star performers successful. It trains them to optimise the process of interviewing candidates to find professionals who possess those star qualities.
Participants are taught a performance-based questioning process that helps them assess a candidate and match that assessment to the competency and cultural requirements of the job.
Using highly customised training scenarios, participants practice sales interview questions that help them assemble a rich picture of the candidate’s background, skill sets and competencies, work style, and motivations.
The strategic questioning process reduces the chance of factors like subjectivity or stereotyping clouding the hiring managers assessment of the candidate. Participants also learn skills to gain the interest of a top candidate and resolve their objections during the hiring process. It also helps them build skills to internally position a candidate to key management (learn more here).
Behavioural Interviewing Training Programme Business Outcomes
Upon completing the behavioural interviewing training programme your organisation will experience the following business benefits:
- Achieve aggressive growth goals by increasing sales revenues
- Attract and retain the top sales talent in the marketplace
- Reduce time to hire and associated hiring costs
Programme Delivery
Behavioural Interviewing training is available as a one-day instructor-led or virtual instructor-led training programme. It is also available via synchronous virtual delivery.
Key Areas of Content
Recruiting the Best Talent
In this programme, we increase the effectiveness of managers in selecting the best candidates based on culture and competency fit to maximise success in a competitive marketplaceInterviewing Process
We equip your sales managers with an interviewing process that they can use to determine the competency and cultural fit of candidates based on their understanding of their organisation’s culture, job specifications, and competencies. We teach them how to create and ask better behavioural interviewing questions.Programme Delivery Options
Our Behavioural Interviewing Programme is Available in the Following Modalities
Virtual Instructor-led Training that Replicates In-Person Classroom Experience
Our VILT solution uses video and digital technology and 40+ years of sales and learning expertise. Our virtual classroom replicates the experience and impact of live, in-person training by using interactive tools such as polling, chats, and breakout groups, to ensure time for small group work like group drills and role plays.
Interactive, Instructor-led Training
Our onsite, Instructor-led workshops are an experience. We use a ‘Learn-by-Doing’ methodology, where sellers are actively participating in role plays, problem solving, and brainstorming exercises. They also receive intensive coaching and feedback throughout the onsite programme by the best facilitators in the business.
