Case studies can reveal a candidate’s thinking better than generic questions. When designed with realistic customers and data, they test discovery, value communication and planning under time pressure. Here is a framework to build and score effective case studies for Oxfordshire sales roles.
Designing the case
Choose a scenario relevant to your ICP – for example a lab at Harwell or a university department in Oxford. Provide a one page brief with goals, constraints and data points. Ask candidates to prepare a 10 minute plan and a 5 minute pitch.
What to evaluate
- Discovery approach – questions that uncover budget, stakeholders and pain.
- Value articulation – links product capabilities to measurable outcomes.
- Deal strategy – next steps, risks and multi threading.
- Communication – clarity, structure and time management.
Scoring and fairness
Use a 1 to 5 scale across criteria and capture evidence verbatim. Offer reasonable adjustments and send the brief with clear timing rules. Avoid trick questions – you are testing approach, not product trivia.
Follow up discussion
Dive into trade offs and ask for alternatives. This reveals flexibility and coachability. Close by explaining your real world process to keep the candidate experience positive.
TY Recruitment supplies ready to use, Oxford specific sales case studies and trains interviewers to assess consistently.