The Secret to Job Interviews: Why "The Right Energy" is So Important

For the last four years, I have recruited professional salespeople for pharmaceutical sales companies. During this time, I have seen some exceptionally qualified candidates fail to get these desirable positions because of their failure to convey the right kind of energy, enthusiasm, and leadership mentality. This failure can come at nearly every stage of the job search process: resume submission, phone interview, face-to-face interview, etc. Many times the candidate will have relevant experience, a professional demeanor, and an absolute desire to be in the field. However, I hear over and over again from hiring managers, "I really liked this candidate, but he/she just didn't convey the right kind of energy and enthusiasm." Indeed, this failure to convey "the right energy" that I so often hear about is the leading reason otherwise qualified candidates don't get the job they want. The following will help you avoid falling into this trap and secure a professional sales position.

Step One: It starts with the resume.

When I advertise for a position, my e-mail inbox is flooded with resumes created with varying levels of professionalism. It is always surprising what some choose to list on their resume. One recent candidate mentioned that she was a master typist at 20 wpm. This is probably something I would not mention. Humor aside, resumes do have an energy about them. I can tell in a matter of a few minutes if the person has the right stuff to excel in an interview. You want to come across on your resume as a leader, someone who makes things happen and gets things done. You don't even really need a lot of sales experience, contrary to what some might think.

Begin each bullet point with an action word: managed, created, implemented, generated, etc. This simple adjustment to your resume conveys the energy the hiring manager is looking for and will prevent your resume from being immediately deleted. Ensure that your resume has a professional layout and that you didn't just "throw something together." I want to see that you are a competitor, that you will distinguish yourself from the very get go with a professional looking resume. Approximately 50% of the resumes I receive are constructed with little effort. I say to myself, "this person doesn't want this badly enough." I then delete their resume.

Step Two: The phone interview

If your resume is impressive, you will be selected to have a phone interview. The phone interview generally consists of more specific questions about your experience and some inquiries about why you want to be in the industry you are applying for. Candidates can convey positive energy at this stage in a couple major ways. First, I am going to ask you why you want to be, for example, a pharmaceutical sales representative. Typical responses are that the health care industry is a growing field or that there is a lot of money to be made in pharmaceutical sales. These responses don't produce "the right energy." I want to hear that you have thought through why you want to be in the pharmaceutical industry and that you are going to be a major contributor the day you are offered the position. Recently, a candidate said, "I want to represent products that help people overcome challenges and improve their lives." Say a statement like this with confidence and you are generating "the right energy."

Second, I will ask you about your experience. In every way possible, you must tell me how your past and current experience will translate into outside sales skills. Some of the best candidates that have been hired and have had great success in their pharmaceutical sales careers have had little or no sales experience, but have convinced me that the experience they did have would translate into the skills needed to excel in outside sales. Previous sales experience is preferred; however, it is a myth that it is a requirement for getting into professional selling. At the end of the phone interview, I will explain that I will pass the information discussed onto the hiring manager, who will make a decision about who he/she wants to interview. Know that the recruiter holds more weight than they may let on. Be very polite. A lot of candidates are a little rude, thinking that the recruiter won't have much say in what happens. This is not true. I can squash your hopes for an interview in a second, and I can also pretty much guarantee an interview with a strong recommendation. So, thank me for my time and tell me that you really hope to meet with the hiring manager to further discuss your fit for the position.

Step Three: The formal interview

Ok, you have made it to the real deal. The formal interview will give you a chance to put your best self forward, or your worst self, or somewhere in between. This is where "the right energy" is crucial. Wear the appropriate dress. Distinguish yourself. Show that you want this position more than anything when you first step in the room. Female candidates should wear a business suit; male candidates should wear a suit and tie. Anything less is unacceptable. If you don't have it, get it. Buy it. Borrow it. Do whatever you need to. You must look your best.

Shake hands firmly and smile, smile a lot. The interviewer may ask you if you would like something to drink. You do. Too many people, even at this stage, come across as weak because they say something like, "Oh, no thanks, I am fine." Even if you don't want to drink this beverage, you will convey more energy and confidence by saying, "Yes please, do you have bottled water?" It may seem small, but the hiring manager picks up on these details.

The interviewer will then ask you a series of questions. Candidates usually know the kinds of questions they will be asked. Too often they ramble, but they do say some good things. "The right energy" is created by answering questions confidently and concisely with appropriate eye contact. When the interviewer is done asking you questions, you must have questions prepared for him/her. Demonstrate that you have put forth initiative by researching the company, and then ask specific questions.

Perhaps most importantly, when the interview is over, you must ask for the job. That's right. You ask for the job. This is where you can blow away the hiring manager with a dose of "the right energy" by being aggressive. Say, "Is there any reason you wouldn't move me forward to meet with your regional manager based on the interview today?" The manager may say that he/she can not think of any reason and offer you that opportunity on the spot. Or, the manager may express a concern, giving you ample opportunity to address it and sell your strengths further. Either way, you get closer to your goal of getting the job. Many candidates get nervous at this stage and don't do it, even if I have gone over it with them previously. Don't let this happen to you. Show that you are a competitor, are excited about proving yourself, and will do what it takes to succeed. Do this and you will distinguish yourself from 99% of your competition interviewing for the same job.

So, there you have it. Now you know how to bring "the right energy" to an interview. These minor adjustments may be all you need to get that position you have been hoping for. In fact, you may be the perfect candidate.