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Should Mock Demos be apart of the interview process?

Personally, I think mock demos are a waste of time. Sales are dependent on the personalities we encounter. A mock demo eliminates the building rapport component, which for me is crucial. Additionally, it's completely subjective unless a 3rd party watches - which is not usually the case.

Salespeople are hard on other salespeople. Truthfully, I believe it's an ego thing - "I can do it better than them". Speaking of subjective, this is my opinion.


What are your thoughts?


Share any additional interview ideas that you may have.

Mock Demos in an interview?
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15
poweredbycaffeine
WR Officer
+9
Bean Juice Drinker | Sales Savant
I have asked reps to teach me something. Anything in the world. Rules are they have to take me from 0 to conversational on the topic in 20 minutes. I want to see how they teach something totally random (to me), that way I can understand their delivery style and general competency. I now know how to talk about the difference between jelly, jam, and preserves. I’ll never be duped again in a diner.
The_Sales_Badger
Notorious Answer
+9
Account Executive
Gold Star this bad boy.Β  That's a terrific nugget.Β  Upvote for days, son
Sgt_Trollingham
Valued Contributor
+5
Business Development Director
Wait... what's the difference!?
GDO
Politicker
+7
BDM
This is a very good exercise + You become conversational in a lot of topics!
Justatitle
Politicker
+11
Senior AE
Yes on the condition that you aren’t demoing their product but a product that you sell or have sold already.Β 
The_Sales_Badger
Notorious Answer
+9
Account Executive
I tend to agree - but still - you lose that rapport factor.Β  Additionally, they may look at different methods like BANT or MEDDIC.Β  It's impossible to know unless they tell you directly.
Justatitle
Politicker
+11
Senior AE
When you do a mock call they don’t care about what you sell for the most part. They care about you asking 2nd level questions and how you present the demo to your prospect.(are you confident, do you sound like your rushing…etc.) nail the mock and you built all the rapport you need IMO. I do hear what you’re saying and maybe the interviewers learn something new from you.
Show 1 more replies
slaydie
Politicker
+7
Account Executive
That's an interesting idea. Every interview I've had they have made me do a mock demo of their product
slaydie
Politicker
+7
Account Executive
Plus a disco - so it's more of a pitch call
Lionel
Acclaimed Answer
+2
Enterprise AE
Bingo. We just hired a rep and did this as part of interview process. Great place to challenge them and see if their reflexes kick in
OpalTiddyChurger
Arsonist
+10
Funbags Enthusiast
I think some element of a presentation is helpful, but a full mock demo is a bit much. We had a couple recent new hires that didn't work out and I know for a fact had we ran some presentation as part of their interview, they wouldn't have been selected.Β 
The_Sales_Badger
Notorious Answer
+9
Account Executive
Valuable feedback.Β  What exactly would you do differently?Β 
OpalTiddyChurger
Arsonist
+10
Funbags Enthusiast
Give them a piece of the product to present on, just 15 minutes or so to see how they consult and handle themselves. Give them a week to prepare and give them all the info they might need so its not like "here, present on this next week see you then". Set up a scenario for them so they can do their best.Β 
CuriousFox
WR Officer
+13
Senior Account Executive
No. I cannot fake the relationship building component of a role play.Β 
The_Sales_Badger
Notorious Answer
+9
Account Executive
Preachhhhhhh
GlenRoss
Politicker
+6
Account Executive
I think disco is way more important than demo
braintank
Politicker
+6
Enterprise Account Executive
I haven't had to do any during my most recent job search which is promising. I think hiring managers are realizing they're BS
CaptainSaas
Head of Sales
Demos are super situational and is highly dependent on the discovery. And the tech itself, cause ya know… how is someone gonna demo you a tech they’ve never worked with πŸ€·πŸ»β€β™‚οΈ Also, I do role plays in my sales interviews. Sell me something. Walk me through your process - but, lemme give you feedback and you go again… Let’s me see how you operate and how you take coaching. If you can be coached or accept feedback, not a fucking thing you can to get hired. That’s poison on a team.
Sgt_Trollingham
Valued Contributor
+5
Business Development Director
This! Absolutely beneficial to both parties, as the candidate can also see what you will be like as a manager/coach.
Lionel
Acclaimed Answer
+2
Enterprise AE
I mean interviews just are subjective so I don’t totally get with that criticism. I think mock demos are pretty flawed as an eval tool tho as you aren’t going to know the tech well enough in the interview stage to demo it properly. I do like mock presentations. Something high level that shows you can be conversational when presenting info and can introduce structure/logic to a conversation. I think presentations are a big part of being persuasive so I like the idea of assessing that skill. It’s one piece of evaluation though. I know good reps who are shitty presenters
Jackywaky
Arsonist
+9
Senior AM
i dont see why not?
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
Not for SCs. But for AEs, they are a waste of time.
aussiebro
Opinionated
+4
Strategic Account Manager
I recently did one for a new job and instead of the mock demo - it was purely focusing on my strategic planning skills for how I would tackle a mock situation. So much better to prepare for and a lot more meaningful than just another β€œyou’re trying to sell to Uber” bs
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