Why Long, Overcomplicated Interview Processes Are Costing You Great Candidates

 ✨ Why Long, Overcomplicated Interview Processes Are Costing You Great Salespeople ✨

We’ve all been there, an interview process that drags on for weeks, packed with endless role plays, abstract questions, and unnecessary steps. The kind that doesn’t just test your ability but actively wears you down. And for sales professionals, this can be a real killer. Here’s why.

🚫 The Problem With Long Interview Processes 🚫

1. Fatigue and Overthinking: The longer the process, the more candidates start overanalyzing everything. A great salesperson relies on instinct, quick thinking, and confidence. But when put through multiple rounds, they start second-guessing themselves, leading to mistakes they wouldn’t usually make in real-world scenarios.

2. Role Plays That Test the Wrong Skills A role play can be useful, but only if it’s relevant. Too often, candidates are thrown into unrealistic situations with buyers who behave nothing like actual prospects. A great seller who could close a deal in real life might stumble if the scenario is too forced or unnatural.

3. Random, Unnecessary Questions: “If you were an animal, what would you be?” “Sell me this pen.” These kinds of questions add little value but can catch people off guard, making even the best candidates look bad for no real reason.

💥 A Personal Example 💥

I remember going for a sales role where I had over a decade of experience in the industry. The first two interviews went great. But by round four, with a new panel and a random, out-of-context role play, I fumbled. Not because I couldn’t sell but because I was mentally drained. I forgot to ask basic discovery questions, something I’d never do in a real sales call. The feedback? “You didn’t build enough rapport.” The reality? The process had gone on too long, and I was out of sync.

🔎 How to Prepare for These Situations 🔎

• Keep It Simple. When faced with a role play, stick to the basics: Qualify the prospect, understand their needs, and position your solution clearly.
• Stay Confident; Don’t let a weird question throw you. If asked something random, take a breath and don’t rush into an answer.
• Treat It Like a Real Call. Don’t perform; just sell as you would normally.
• Recognise Red Flags. If an interview process is dragging on, it’s often a sign of indecision or internal issues. Ask yourself: Do you want to work somewhere that doesn’t trust its own hiring instincts?

⚡ In Today’s Market, Preparation Is Exhausting ⚡

With massive layoffs and uncertainty in the job market, candidates aren’t just preparing for one interview; they’re juggling multiple processes just to increase their chances of securing a role. The mental and emotional toll is overwhelming. Having to memorise different sales methodologies, tailor pitches to various industries, and navigate different hiring styles is a full-time job in itself.

💪 For Hiring Managers: Trust Experience, Not Just Process 💪

The best salespeople don’t need five rounds of interviews to prove they can sell. Trust their track record, trust your gut, and streamline the process. If you overcomplicate it, you risk losing top talent to companies that move faster and smarter.

Hiring doesn’t need to be a marathon. Make it sharp, make it relevant, and hire the right person before someone else does. ✅