How should I handle my upcoming internal interview?

December 3, 2007 7:00 AM

Seeking advice for interviewing for an internal position...

This is my first post on AskMe, so forgive me if I'm doing something wrong.

I've seen this question asked before, but I have a bit of twist on it.

I'm a sales guy currently, and I'm interviewing for an account manager job. In my organization, sales guys have little contact with an account after the deal closes; the account manager works with the client on projects, builds relationships and upsells them on different service offerings, etc.

This wasn't always the case. Sales guys like me got to do that stuff, too, but in the past 18 months our job descriptions have changed to a more "hunt it, kill it & throw it over the fence" mentality. I'm better at nurturing existing relationships and solving problems and helping people, which is why I'm attracted to this position.

My question is: how to handle the interview I've got this week for the new gig? I used to be a rock-star in my sales role, but as my role changed my performance has declined a bit, which might hurt my chances. On the flip side, I do work in a somewhat niche industry (outside candidates wouldn't have my knowledge base) and one of the folks I have to interview with has approached me in the past about making the switch to their department, giving me the impression that it should be a welcoming experience - but I don't want to be lulled by a sense of false confidence.

Many thanks for your advice!

posted by po822000 to work & money (8 answers total)

Blatant honesty and a sense of familiarity are going to be your best allies here. You know the job, you know what's expected, and you know what you can contribute to that goal. An interview if your chance to sell yourself, and if you just say what you've said here, it'll be an easy close.
posted by phredgreen at 7:13 AM on December 3, 2007

The fact that the change hurt you actually HELPS your chances within your current company, because it shows that you really want to/have a talent for the long-term relationship building aspect of sales. You haven't given us any reason to believe it wouldn't happen for you, unless they just don't want you to get out of outside sales. In that case, just make it clear that you're looking for an account manager role, either at your current company or elsewhere.
posted by pomegranate at 7:14 AM on December 3, 2007 [2 favorites]

if = is. one day I'll learn to type.
posted by phredgreen at 7:14 AM on December 3, 2007

Yeah, tell them why you want to change and the issues you're facing today.

You want to be their rock star, and they want a rock star.
posted by Pants! at 8:16 AM on December 3, 2007

my performance has declined a bit, which might hurt my chances

This has to be your central argument. But don't frame it negatively, frame it positively" "My skill set includes cultivation, maintaining relationships, and building long-term loyalty, which is what this job requires. Putting me into this position is a much better fit for my talents and abilities."

Make sure you can back this up with evidence of your success in those areas - thank-you notes, positive outcomes, comments in reviews - anything that supports your argument that your proven performance in these areas ought to land you in that other department, and that keeping you where you are is not a strategic application of your talents. Bring examples!
posted by Miko at 8:46 AM on December 3, 2007 [1 favorite]

I'm was recently in a similar position and the advice given to me was:

1. get a list of competencies for the new role and study them. Find examples of your work that demonstrates excellence in this category. Memorise them.

2. find out the interview methodology. If they are using targeted selection criteria, then 1. will come in very handy. An example of a question in a TSC interview is "Tell me about a time that you found yourself in x situation. What was the outcome?"

3. Make sure that you know and understand the company's preferred ways of doing your job inside out. I needed to know 'trade maths', a particular presentation method as well as a method of overcoming customer objections.

4. Don't talk about what you haven't done, talk about what you have done. When speaking, use response checks, summarise the points you've made and make sure you dig around anything that the interviewers asks you. If they ask you questions, they may be testing your ability to get to the heart of a comment.

I wish you the very best of luck and feel free to contact me if you need.
posted by dantodd at 10:48 PM on December 3, 2007 [1 favorite]

Update: I got the job. Thanks everyone!
posted by po822000 at 1:40 PM on December 28, 2007

Congrats!
posted by Miko at 8:14 PM on December 29, 2007