Interviewing Do’s and Don’ts

Looking for Examples of Successful Territory Plans? Please scroll to the bottom of this page.


  • Arrive 10 minutes early. Being late to an interview is never excusable.
  • Clarify questions. Answer the interviewer’s questions as specifically as possible. Relate your skills and background to the position requirements throughout the interview.
  • Give your qualifications. Focus on accomplishments that are most pertinent to the job.
  • Anticipate tough questions. Prepare to turn perceived weaknesses into strengths.
  • Ask questions. An interview should be a mutual exchange of information, not a one-sided conversation.
  • Listen. Concentrate not only on the interviewer’s words, but also on the tone of voice and body language. Once you understand how the interviewer thinks, pattern your answers accordingly and you will be able to establish a better rapport.
  • Dress appropriately. Make your first impression a professional one.
  • Keep your answers crisp and to the point.
  • Be professional. Smile, make eye contact and maintain good posture. These are simple but important things that are easy to forget to do during an interview.
  • Find common ground, Laugh and make it personal. We view laughter as oil greasing the engine of commerce. Find common ground with your employer (at the appropriate point).  Several of our clients use a metric:  Could I spend an hour in a car driving and talking with this person? If the answer is no; you may be done with interview.


2 Frequent Mistakes We See Candidates Make in Interviews

1) Griping About Current or Past Employers

  • Keep it politically correct.  Employers will wonder how long before he/she is saying the same thing about our firm?

2) All Talk No listen.  Things we’ve heard from employers who have cut loose talkers

  • Couldn’t get him off the phone
  • Couldn’t get a word in
  • Cant imagine him solution selling into our accounts
  • He didn’t ask me any questions

Other Don’ts

  • Don’t answer vague questions. Ask the interviewer to clarify fuzzy questions.
  • Don’t interrupt the interviewer. If you don’t listen, the interviewer won’t either.
  • Don’t be overly familiar, even if the interviewer is.
  • Don’t ramble. Overlong answers may make you sound apologetic or indecisive.
  • Don’t lie. Answer questions truthfully.  We may ask the same question several ways. Its hard to remember lies.  Its easy to cross check things with the advent of social networking. People do.
  • Don’t wear heavy perfume or cologne. The interviewer may not share your tastes.

Examples of Excellent Territory Plans


Leadership Sales Territory Plan
Direct Sales Territory Plan
Channel Sales Territory Plan
Federal Sales Territory Plan