IT企業の管理職として、営業を採用する面接官をしています。
一時期、毎日2名は採用面接をしていました。その10倍は、履歴書と職務経歴書をみて、面接に進むかどうかの選定をしています。
この経験から言えることは、全ての営業マンが実績を残している、ということです。
対前年120％、新卒20名中1位、チーム100名中3位・・・
もう見慣れすぎてなんとも思わない実績です。
「おぉ！すごい」と思うのは、営業成績が5年連続1位や、社長賞を毎年取っているといった、圧倒的な結果の場合だけです。けど、こんな人はなかなか応募してきません。
では何を基準に合否を出すのか？
普通にすごい実績は見飽きていますが、その実績にまつわるストーリーがあれば、凄いことだと思えるのです。
ストーリーとは、実績を残すまでの戦略や具体的な努力についてです。
例えば、入社して新人研修ではビリでしたが、そこから毎日、みんなが10件訪問するところ30件にして結果を残した、などど書かれると、とても具体的で、納得できます。
戦略についても、難しい事を書く必要はありません。コピー機の営業なら、他の営業は大きな会社ばかり攻めていた中で、個人商店にターゲットをしぼって売り上げを伸ばした、などなど、工夫した点を伝えるようにしましょう。
その工夫の中での「失敗」も語れるとなおいいです。
面接官も人間です。普段の仕事＋面接で疲れていて、「自分はすごい」と応募者から聴かされるのは、正直うんざりします。
もちろん「自分は結果を残したんだ」と面接官に伝えることは大事ですが、その「結果」を得る過程で「失敗」したことを話しましょう。
人は、人の「失敗談」が大好きです。本当に単純です。恋愛でも成功した話より、振られた話の方が聴きたいですよね。
けど、です。「失敗談」もたいしたことが言えない、というのもあります。大きな失敗って、なかなかできないものです。
「成功」も「失敗」もいかに、魅力的に話せるようにするかです。
主観的ではなく、自分の経験を客観的に見てみましょう。
それには、失敗も成功も紙に書きだしてください。そこからスタートします。
そして「失敗」は人を笑顔にする、ということを忘れないでください。
古い言い方ですが、面接は「お見合い」です。
どういった人物なのか？ ということを見ています。
多少実績に疑問を持ったとしても、一緒に働きたいと思わせる人が、面接の階段を上っていけます。
無理に自分も実績も偽ることなく、自分を見せられた人が一番強いです。
転職に関する相談はTwitterのDMをください。
＠uehara_hon
待ってます！
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