Individual contributor

Competency factor : Big Picture ?(4)

1. Explain how you keep yourself current on business practices and trends?
2. Tell me about a successful business and why you think it is successful?
3. Tell me about a time when you were setting goals and needed to plan for
uncertainties and/or problems?
4. Tell me three advantages your competitors have?
Competency factor : Coaching & developing ?(9)
1. What have you done to help someone understand what knowledge/skill
areas need to be strengthened? Give me a specific example.
2. How have you coached a student to become more successful?
3. Tell me about a time when, you had to give feedback for improvement to a
sensitive person in a face-to-face meeting. What did you do? How did the
person react?
4. How did you provide feedback to someone after poor performance? What
happened?
5. Describe how you have identified and pursued learning opportunities in
new areas
6. Describe how youve worked with another person to identify practical
development goals.
7. Have you ever helped a peer or team member develop an idea? Tell me
about one of those times.
8. Tell me about a person you helped do something they probably didn't think
they could do.
9. Tell me about a time when you helped a peer who was not performing
satisfactorily. What did you do? What happened?
Competency factor : Commercially smart ?(8)
1. Describe how you keep current on competitors to your products and
services.
2. Explain how you keep yourself current on business practices and trends.
3. Tell me about a failing business and why you think it is struggling.
4. Tell me about a successful business and why you think it is successful.
5. Tell me about the least successful business you have worked for. Why do
you think it was not successful?
6. Tell me about the most successful business you have worked for. Why do
you think it was successful?
7. Tell me three advantages your competitors have.
8. Describe how your commercial knowledge has been developed
Competency factor : Innovation ?(5)
1. Tell me about a time when you had the opportunity to generate a creative
solution to a customers problem.
2. Tell me about the most creative person or team that you have managed.
3. Tell us about a time where you have initiated a significant change that has
turned the team and/or business around. What prompted your decision to
suggest this change.
4. Describe a time when you facilitated a brainstorming session. What were
the results?

5. Tell me about a time when someone accused you of blocking his/her

creative idea.
Competency factor : One team ?(2)
1. For a team to function effectively, every member must be committed to
the team and its goals. Tell me about how youve demonstrated your
commitment to the team. What were the results?
2. Think about a time you encountered a team member who was dragging
down the effectiveness of the team. How did you resolve this situation?
Competency factor : Results driven ?(2)
1. Describe a time you championed a cause that others had abandoned.
2. Describe a time you pushed harder for results than others around you.
Competency factor : Strategic relationships ?(16)
1. Can you describe a situation in which you had difficulty getting along with
someone else? How did you handle it?
2. Interacting with others can be challenging at times. Describe a situation
in which you wished youd acted differently with someone.
3. Interacting with others can be challenging at times. Tell me about the
greatest difficulty you faced when trying to get along with peers, team
members, or others at work. How did you handle the situation?
4. Salespeople certainly can benefit from fostering positive relationships with
others. Give me an example of a time when you developed a positive
relationship with someone. What did you do? What happened?
5. Sometimes it can be difficult and frustrating to obtain information from
other people in order to solve a problem or achieve goals. Please describe
a situation youve had like this. What did you do?
6. Tell me about a time when a peer asked to brainstorm an idea with you.
What did you do?
7. Can you describe a situation in which you dealt with a very sensitive
person. What did you do? What happened?
8. Describe a time when your goals or preferences were not included in a
final team/group decision. How did you respond?
9. Give me an example of a time when you sought information to better
understand a customer's needs and expectations. How did the information
help you?
10.Have you ever been on a team/group with an unproductive person? What
did you do?
11.Have you ever helped a peer or team member develop an idea? Tell me
about one of those times.
12.Have you ever spent a significant amount of your own time and effort into
helping a team/group complete a task? Give me an example. What
happened?
13.Occasionally other peoples work priorities conflict with ours. Tell me
about a time when this happened to you. What did you do?
14.Tell me about a time you worked with someone who wasnt as cooperative
as you needed him or her to be. What did you do?

15.Tell me about one of the toughest teams/groups that youve had to work
with. What made it difficult? What did you do?
16.Working with others usually involves some give-and-take. Describe a time
when you worked out an agreement with a peer or team member. What
did you do?