The Interview...Surviving the Dragon's Den!

Edison Bond’s Louise Sinclair considers the interview process for commercial candidates – which could be compared to entering the Dragon’s Den! Here is Louise’s advice for securing that offer!

LinkedIn is pretty clogged up with interview tips from recruiters and, frankly, I find some of them a bit ‘run of the mill’!

Sure, lots offer snippets of useful recruitment 101, but do they really help you nail the interview? I highlight some recent examples of advice I’ve read; be nice to the receptionist, read a book in reception to appear intelligent, off load questions to show willing and my all-time favourite - crack a joke to get across you’re a laugh!

Practical advice, perhaps not? These examples are rarely specific to a designated market. Surely, prepping for an HR interview differs from an accountancy one?

Those who have read my blogs know I work in Sales recruitment here at Edison Bond. The interview process for a commercial candidate is more like an audition and could be compared to entering the Dragon’s Den! So, here is practical advice, tailored specifically to commercial candidates, that we offer. We are sure it will help you secure success and impress your next panel of ‘Dragons’ (aka interviewers)!

1.   Market Research

There is little point going through a recruitment process without firstly evaluating what the correct marketplace, proposition, brand, culture and role is for you. The first step is to engage with a recruitment partner, or someone you know and trust, to talk this through. Reflect on your strengths, weaknesses, sector exposure and track record. This will help you make an informed choice on a role before applying.

2.   Know your Investment and Investors

While researching a potential employer’s offering, structure or competitor landscape, incorporate how you might enhance their commercial function. You need to be able to demonstrate that you understand the proposition, end user markets they sell into and platforms/tools. You might also consider; what are the actual market drivers, challenges/opportunities and innovations in play? Then, tailor your interview prep so you can articulate and match your own relevant experience, attributes and value.

Take time to research the ‘Dragons’ you will face and appreciate their career journeys so you can relate. Your interviewers will aim to visualise you representing their brand, so pre-prepared topical or relevant insight will spark engagement and help illustrate that you’re informed.

3.   Show Time!

Good preparation enables self-confidence, however, you still need to be on time, smartly presented and have considered your body language. Whatever the format, set the tone with a confident demeanour. Be ready to articulate your approach towards managing relationships or business development methodology with clarity and self-assurance. Practice summarising your career journey, key successes and achievements. Personal ambition is critical, so take some time to reconnect with your future professional development or career aspirations.

4.    Your Pitch

The best candidates know their own track record versus targets. Any self-respecting ‘Dragon’ wants to know what you bring to the table to assess prospective ROI. Your interviewer is going to dig further than finding out that you delivered ‘800k against your annual 750k target’, so be prepared to discuss in detail. They will want to understand deal architecture and overall contribution. Oh, and you must do this with passion in your eyes and fire in your belly! The biggest red flag to an experienced commercial Hiring Manager or Director is a candidate failing to simply articulate their own performance.

5.    Securing an Offer

Being convincing of your commercial capability is one thing, but you need to let your personality shine too. Be prepared to tell them about life outside of work and what defines you. Be confident and self-assured and demonstrate this with sincerity, integrity and even humour - avoiding ‘cockiness’ at all times! Highlight what you bring in terms of past results, relevant experience and value. Furthermore, tell them how you plan to integrate into the business quickly, be realistic and ambitious.

6.   Done Deal?

At close, enquire if they hold reservations, and if so, listen carefully to these whilst considering a response designed to reaffirm, reassure or convince. Taking feedback is critical. When receiving the outcome call, you won’t have the opportunity to change or alter perceptions! 

If appropriate, qualify next steps and timelines involved. If you’re interested, let them know and that you’re sure it’s a great match for you.

Finally, thank people for their time. Interviewing is time consuming so it’s a nice touch to recognise and acknowledge this.

“Believe in yourself, never give up and go about your business with passion, drive and enthusiasm” - Peter Jones

If you are looking for advice on preparing to interview, exploring market opportunities or keen to just share some of your own examples of pre-interview advice, good or bad; drop us a line on 0141 375 3888. Edison Bond are experts in recruiting Sales, Marketing & Digital professionals in Scotland.