What To Do If You’re Good At Your Job But Bad At Interviews

By Dara Kushner

You know the drill: stellar resume, impressive background, glowing references. You're everything the company needs. But then comes the interview, and suddenly you're expected to perform your expertise rather than simply demonstrate it. The conversation shifts from "Can you do this job?" to "Can you sell us on the idea that you can do this job?" 

It's an uncomfortable truth in hiring. Some of the best candidates don't always shine in interviews. Even the most accomplished executives can find interviews daunting. After years of success and leadership, it's natural to feel put off by the pressure to package your complex experience into neat, succinct answers under a time crunch. Maybe you're not the type to deliver perfectly polished anecdotes on command. Maybe nerves get the better of you, whether it's the awkwardness of a Zoom screen or the pressure of sitting across the table. Or maybe you’re just not comfortable  with the sales pitch side of interviews.

If that sounds familiar, you're not alone and you're not out of luck. Here’s the bright side: interviewing can be improved like any other skill. With a few practical changes, you can do your experience justice and walk away knowing you showed your true abilities — not just your ability to handle tough questions.

Here are some practical ways to get through interviews more confidently and persuasively — without trying to become someone you’re not.

Your goal is to translate your impressive background into compelling, relevant stories.

Understand What They're Really Evaluating

First, remember that interviews aren’t just about what’s on your resume — they’re about how you’ll fit in, adapt, and communicate on the job. For many senior candidates, the trap is assuming your accomplishments speak for themselves.

They don’t. Not automatically.

Think of it this way: your CV shows what you’ve done; the interview shows how you did it, how you think, and how you relate to others. Your goal is to translate your impressive background into compelling, relevant stories.

If you’re interviewing remotely, take one worry off your mind by testing your tech and setting up a calm, professional space. It’s a small step, but it removes distractions so you can focus on making your case clearly.

When you rely on flexible talking points rather than memorized lines, you’re more likely to stay calm and authentic.

Prepare Talking Points, Not Scripts

People who don’t “interview well” often try to memorize perfect answers, which can backfire if you lose your place or sound rehearsed. Instead, outline 4–5 concrete examples that highlight your strengths, challenges you’ve handled, and results you’ve delivered.

Keep these versatile enough to adapt to multiple questions. A strong story about leading a difficult turnaround, for example, can illustrate leadership, resilience, problem-solving, and strategic thinking — all at once.

If you’re concerned about how you come across, run through a mock interview with a peer you trust. It’s surprising how much clarity and calm you gain just by saying things out loud a few times.

When you rely on flexible talking points rather than memorized lines, you’re more likely to stay calm and authentic. You’re also less likely to blank out if the conversation takes a turn.

Keep it short, confident, and tailored to the opportunity.

Nail That Dreaded 'Tell Me About Yourself' Question 

The “Tell me about yourself” opener trips up a lot of otherwise great candidates. It shouldn’t. You don’t need your entire career history in five minutes... you need a clear, relevant snapshot.

A simple structure: present → past → future.

Present: Where are you now professionally?
Past: A quick line or two on what got you here.
Future: Why this role makes sense for what you want next.

Keep it short, confident, and tailored to the opportunity. Practice saying it out loud until it sounds natural — not like a memorized pitch. And remember, this opener sets the tone, so don’t rush through it. Speak slowly, make eye contact, and treat it like a chance to show how you think, not just what you’ve done.

Answer the question directly first, then add a short follow-up that connects your answer to what the role requires.

Answer the Question, Then Connect the Dots

Sometimes candidates over-explain or talk themselves into a corner. Others under-share, leaving the interviewer to guess why an answer matters.

Try this: answer the question directly first, then add a short follow-up that connects your answer to what the role requires. For example:

"I did lead that product launch. It required aligning three regional teams and hitting a tight timeline. That’s actually similar to what you’re doing now with the global expansion, which is part of why I’m excited about this role."

This simple habit shows you understand their business needs and see yourself in the big picture.

A calm, straightforward answer demonstrates maturity, self-awareness, and accountability

Don’t Fear the Tough Questions

Even the most seasoned executives get thrown by curveball questions about weaknesses, failures, or gaps. Instead of trying to dodge these, approach them matter-of-factly.

Focus on what you learned and how you’ve grown. A calm, straightforward answer demonstrates maturity, self-awareness, and accountability — all qualities that matter far more than pretending you’ve never made a mistake.

Always keep it positive, even if you decide it’s not the right fit.

End Strong (Don't Just Say Thanks)

One of the easiest ways to leave a strong impression is to end well. When they ask, “Do you have any questions for us?” — you do.

Use this time to show you’re not just a passive applicant but a thoughtful potential hire. Ask about real challenges they’re facing, the culture, or how success is measured in the role.

When it’s time to close, don’t just say “Thanks.” Reinforce your interest. A simple line like “I appreciate the conversation. This role sounds like an exciting match for what I do best. I’m looking forward to next steps” sets you up for a confident follow-up.

If there were points you didn’t have time to share, your follow-up note is your chance to highlight them. Remember, you’re not just being interviewed — you’re interviewing them too. Use the conversation and any follow-up to gauge whether the role and culture truly fit you.

Always keep it positive, even if you decide it’s not the right fit. You want to build genuine connections in your industry. You never know when a better opportunity with that same company might open up.

When you focus on sharing relevant stories, connecting the dots, and listening as much as you speak, you position yourself strongly.

The Bottom Line

If you're reading this, you probably already have the right background — the interview just needs to show it off clearly.

Keep in mind that even the best-prepared, most qualified candidates don't win every offer. Sometimes there's an internal hire. Sometimes there's a cultural fit you can't control. What you can control is preparation, clarity, and attitude. When you focus on sharing relevant stories, connecting the dots, and listening as much as you speak, you position yourself strongly.

Not everyone is a natural self-promoter, and that's not a bad thing. Many organizations want leaders who are thoughtful, credible, and humble — not just charismatic talkers. So don't sell yourself short by thinking you "don't interview well." Focus on what you can control: prepare just enough to feel clear but not stiff, share the stories that prove your value, and remember your experience and insight have gotten you this far for a reason.

When you stay focused on substance over performance, you'll show interviewers what actually matters: the real strengths you'll bring to the table once you're hired.