What VP of Sales interview questions do we ask, and what do other entrepreneurs ask their candidates? I generally like to question his or her communication skills. Last week I posted some thoughts about what a new sales leader should focus on in their first 90 days.Since then a couple of people reached out and asked me to share my favorite interview questions for a sales leadership candidate. In addition, review a list of questions to ask your interviewer. He or she knows you won't always know your destination, where you want to end up, but you definitely need to know your direction. Ask questions that require more than a simple "yes" or "no," but also take care to avoid asking questions that are too broad to answer concisely. Dailius, VP Sales & Growth at GetAccept, says he’s curious to learn how much customers are willing to pay to continue using his product/service to “determine both pricing strategy for new customers and the price:value ratio to appropriately triage accounts.” Let’s say you have a sales rep who is always a top performer consistently every quarter. Meeting-driven or open door? What was the outcome? How would you describe the ideal sales culture? Your email address will not be published. April 28, 2019 By Anna Talerico 2 Comments. Largest team/smallest team built or managed? You want to be able to make an impact right away and the future of the company could impact how you perform. We won’t share your email address or anything else. We decided to ask our Leadership Community what their favorite question to ask a potential new hire looking for a VP of Sales role, and why? Is there anything unique about selling SaaS that is different from other sales environments? Maybe you knew there were all sorts of good questions you could ask them … but you ended up blurting out the first one into your head. The questions portion of … The last thing they need is an overly negative leader listing all the things they’re failing at. Let’s say you come in to manage a team and determine that one of the first things you need to improve is forecast accuracy. Subscribe today. These are the best sales questions to ask on a sales call to advance the relationship. Strengths? what a new sales leader should focus on in their first 90 days. 2 Key Questions to Ask Yourself. Such as in a startup or an environment where there are limited benchmarks? Last week I posted some thoughts about what a new sales leader should focus on in their first 90 days. Your first 30/60/90 days. It happens at every sales job interview. We examine a number of things throughout our evaluations, with special emphasis on Purpose, Values, Functional Expertise, Results, Personnel Development and Learning. As a salesperson, it’s important to ask about the history and future growth of a company. To give you a head start, I have included some of my favorite starter questions for a VP of Sales interview. To be considered for exceptional leadership opportunities with our clients, please take the first step by joining the Y Scouts Leadership Community. One answer a sales VP said he liked when a candidate said, “My mortgage motivates me.” Saying you are goal-oriented, money-motivated, self-managed, self-determined, and passionate about sales are all good answers. Hiring a VP of Sales? September 18, 2017. Of course, there are more things you can ask a sales VP or director candidate, but this list covers a lot of bases and you will learn so much about their style and philosophy if you run someone through all of these questions. 5) Positive. Ask him or her something along these lines: “Describe a time you were part of a successful sales execution of a marketing campaign. What mix of base and variable. You are asking a great question. What brought you here? Also, try not to ask questions with obvious answers or answers you could find by looking through the company's website. What is the one thing you would change about the company if you could today? What is the most important and pressing problem for this new person to tackle? In hindsight what would you have done differently? It helps me identify the journey and their sense of the situation from the get go. Contact us if you are looking to find an exceptional leader. What process do you follow once you have made that decision? The interview is your opportunity to understand the company and boss. Good blog post by sales author Lee Salz on his personal experiences interviewing for a VP position and what to ask a potential VP Sales candidate…. Working with the other departments: It stands to reason that you need to have a game plan for your interview to prevent this. You'll gain clarity as time goes on whether your … Here’s the summary. Can you please tell me in your own words what we do? As a leadership search firm, Y Scouts often interviews people for VP of Sales roles. I love tackling the challenges faced by SaaS companies. Given your current knowledge of our team, do you think we need to expand our sales staff? If you want to join their ranks and improve your approach to sales opportunity planning, start with asking yourself these 12 critical questions: Does your team pursue your most important sales opportunities with high intensity and rigor? Do you use one? What you’re really looking for is that they’ve done their research on you, and they’ve envisioned how they would make the … What is it like for your reps to interact with you? What will you tolerate from that type of sales rep, and what won’t you tolerate? If someone’s going to join my organization immediately in a senior role, they have to know how to effectively communicate with myself, their colleagues, and direct reports. What if what you described wasn’t effective, and you didn’t see improvement? What are the fundamental metrics for any SaaS business? What are your communication skills like? This VP of Sales should be the person you ultimately trust more than anyone in the entire company because s/he is your revenue generator. Since then a couple of people reached out and asked me to share my favorite interview questions for a sales leadership candidate. Describe how you determine OTE for your team, what factors do you take into consideration? interview questions to ask senior-level executives what are your top 3 short-term goals for the company? What OTE are you looking for? Throughout the interview, the VP candidate should look for these three qualities: Performance Conditions: Does the current environment allow the Sales VP to be as effective as possible? 12 Interview Questions to Ask Every Sales Candidate. If they can’t answer, they may not be the right choice. Describe in detail what a typical day is like for a sales leader? How did you stand out and get management to see … The method used by the candidate to solve a problem will help you create a final impression. What do you focus on, what do you accomplish? How do you go about that? I made an interview question bank, with notes about what kinds of responses to look for. Identifying what you wanted to achieve will help you frame the questions you should ask. The right answer is it depends – on a whole lot! How often do you conduct them? In your opinion should sales or customer success own expansion? Never ask Salary, perks, leave, place of posting, etc. Are you formal or informal? The more you learn about a prospect, the more consultative you can be to help them with their goals. What if it doesn’t work? I will ask all of these questions over a series of interviews, and I’ve been known to ask some of them repeatedly until I get a sufficiently detailed response. In your view, what is the difference between leading, managing, coaching and mentoring? There isn’t a right or wrong answer to this question. Gregory Lewis. Here they are, organized by category. What is the one thing you would change about the company if you could today? How do you coach/manage reps who are underperforming? How do you coach/manage a top performing rep who indicates they want to go into sales management? […] to address some of the most common and basic executional failures. If not, would the Sale VP have authority to change … Sales drive every other aspect of business, often the primary method of gaining new business when dealing in tangible goods and most services. Y Scouts is an executive search firm that helps nonprofits and social enterprises find exceptional leaders. How important is it? Here’s the summary. Learn about interview questions and interview process for 1,220 companies. Really. Filed Under: Sales Tagged With: Recruiting. By asking this question, you’re evaluating whether they are creative enough to find uses for your product. Do keep in mind that the questions you ask should be in “case-style”. Probe for their level of familiarity and proficiency in the tech stack. They know more than anyone else that their success in this role depends on a viable business plan and lockstep teamwork. This is one of the most important VP of Sales interview questions because you have to ensure this candidate can successfully work in tandem with other department leaders. Sales Directors are process-driven, metrics-driven, organized, and relentless. What are you most proud of professionally? How would you describe your leadership style? What do you consider? I love to ask this question to find out how much they’ve thought about my business. We find that our best hires have thoroughly researched us, determined the general and specific impact(s) they could have on the organization, and expressed this to us confidently in their first interview. Do you have any questions to ask us? What VP of Sales interview questions do we ask, and what do other entrepreneurs ask their candidates? What will my revenues look like 120 days after I hire you? How do you know when you need to let a rep go? Get the week’s SaaS best practices every Sunday morning. 4. Reducing customer churn and increasing product adoption. what is your long-term strategic vision for the company? And yes, I really do ask every single one of these questions! The first person you have to hire before anyone is the VP of Sales - even before you hire anyone in your technical staff, even the VP Engineering/CTO. Interview questions to ask about their expectations: What do you expect your new hire to achieve in the first three to six months on the job? Home » Blog » High Growth » 10 VP of Sales Interview Questions. Questions to ask about the Multiplier Mindset. Your candidate’s plan and methodology for building a sales force is arguably the most important area to explore with them in an interview. Hiring a sales leader is a big deal no matter what stage your company is. What are ten things you can do with duct tape? Great sales people get creative and see multiple uses for your product depending on the customer. 353 vice president sales interview questions. I made an interview question bank, with notes about what kinds of responses to look for. Hiring the right VP of Sales is one of the most important decisions for a founder or a CEO to make. You discover that her/his emails are littered with typos, bad grammar, and incoherent sentence structure. What VP of Sales interview questions have you been asked? How do you approach territory creation? To understand whether the job is suitable, candidates must ask the right questions. Monthly? When you requested the time with the executive what was your objective? How do you leverage it? Leave your questions in the comments below. This question quickly separates individuals who are committed and passionate to our vision from those who are simply looking for a job. I blog about my experiences and perspectives here at SaaSX.com. Building/scaling a sales team. When you hire the right VP of Sales, you see your revenues expand in an accelerated, more predictable and scalable fashion. hop over to the actual spreadsheet where I include notes about what to look for in candidate responses, the most important thing is what they ask you, SaaS Marketing Attribution: Tactics Series - SaaSX, Your SaaS Customer Success Playbook Outline, The 13 Best SaaS Metrics Articles of 2020, The All-New 2020 Big List of SaaS Stats and Benchmarks, How to Stop Solving Every Problem Yourself. This will surely make work much easier for you. Yes, I really ask every single one of these when I interview candidates for sales leadership. Having been on both ends of the situation in my career, I can definitely relate to this scenario. 10. What is your typical team and individual meeting cadence? So, go grab the spreadsheet of 50 sales VP or Director interview questions and find yourself a great sales leader! Ideally, sales reps should ask as many open-ended sales questions as they can throughout the sales process. Describe your general approach to setting quotas. Now in my situation above, luckily, the rapport building was good enough and the product won them over anyway, but that won’t always work out. How do you structure your pipeline review meetings? What happened? And most of all, running high-growth, capital-efficient organizations. How big a team do you think we need right now, given what you know? Whar sales metrics do you look at daily? Weekly? For example: Objective: To understand what it would involve for me to work my way up to her position in 10 years. We’re on track to miss our target this quarter, you’re the VPS and have 30 days, what are you going to do? what "must's" have to occur to reach that vision? What do you do? ” and why you should be wary of someone who has a quick response. How did you handle it? But the gems are usually the ones that answer with something simple and impactful like, “Let me show you why…”. Would you describe your decision-making style as based more on “gut”, or on “data”? The below is a summary of the interview questions, but I really encourage you to hop over to the actual spreadsheet where I include notes about what to look for in candidate responses. What kind of sales leader are you? In this scenario, you will be giving the candidate a hypothetical business situation where he or she will have the opportunity to display their thoughts and ideas. Should sales or customer success own renewals? It’s worth the time to get it right. If they can’t describe how they’ve built a team, chances are they probably can’t build out their process. Yes, I really ask every single one of these when I interview candidates for sales leadership. Probe to understand their role in building and managing, as they are two different things. Tell me about the teams you’ve directly managed, and how you built them. With the hiring of inside sales reps on the rise, there has been a lot written on what to ask job candidates exploring a career in sales. Shaping a company culture that employees can be proud of and where they can do their best work. Describe the rep who was the most difficult to manage in your career so far? What is the official performance review process like at your company? Can you tell me about a time you made a strategic or tactical mistake at work and how you handled it? How do you manage conflict between peers? Building radically efficient sales teams that win. 7505 E 6th Ave., Suite 204, Scottsdale, AZ 85251480-374-7110info@yscouts.com, Copyright © 2012-2021 Y Scouts. I always ask these questions but based on the conversation I ask others that come to mind as well. Of course, soft skills are notoriously difficult to screen for…and they’re also central to the act of selling. Evaluate how they operate. [Ed Note: If you’re looking for questions to ask in one on ones with an individual contributor, these 1 on 1 Meeting Questions Great Managers ask Their Teams can help.] Why to ask it: Why wait until your year-end review to find out if your boss thinks you achieved your goals - ask before it's too late! regarded questions. How will my performance be measured in this role? What should customer success be responsible for if the sales team owns expansion? Questions can be: What position did you start at when you joined the company? I am an entrepreneur and advisor to high-growth startups. How do you organize your department (what does your ideal. And guess what, … What is a sales playbook in your own definition? We decided to ask our Leadership Community what their favorite question to ask a potential new hire looking for a VP of Sales role, and why? Why or why not. Download my free eBook “Top 100 Sales Leader Interview Questions.” Remember, there are no great sales leaders. It’s happened to sales rep and early stage founder. This is a must if they’re joining my company as an executive. He talks about the bottom line questions that CEO’s like to ask – “So, how much revenue can you drive for us this year? Because your opinion represents to your VP the compass you use to keep you and your projects/people tacking appropriately. However, the obvious time to ask open-ended questions is in the qualifying stage with a prospect. Some of the sales coordinator interview questions you could ask in this section include “What would you do if your team performs poorly?” or “What kind of sales tools have you used in the past? Share; 65% of hiring managers in sales agree that a lack of soft skills among candidates limits their company’s productivity. Sales Director Interview Questions. Required fields are marked *. So, here goes. Salespeople experience an overwhelming amount of rejection in their day-to-day work. Interview Questions for a Vice President of Sales Executives. Forecasts continue to be inaccurate after several months—the team is professional and engaged, but non-compliant with your process, they don’t update their deals, they don’t accurately follow the sales process, etc. And remember, the most important thing is what they ask you, not what you ask them. Have them go through a sales pitch with you. Most people who are trying to impress you will be more than happy to give you a syllabus of their credentials as to why. Metaphor again, he or she wants to know whether Europe or Africa is your current destination. How would you approach building an outbound program from the ground up? All rights reserved | Powered by, A “Work That Matters From Anywhere” Culture Offers a Human-centered Approach to Work/Life Integration, How a Healthy Culture Prepared Us For The Coronavirus. There are many wrong answers to this question, but never a correct one. Being a multiplier (or in your case exponential) is a key mindset to have as a leader. This part of the sales job interview isn’t just a formality, and it’s certainly not a chance for you to just coast. Are they hands off or do they roll up their sleeves and get into the tools themselves? What do you do? What was the outcome? Describe your general approach for managing your A+ players. 1. Stay in the know by receiving our Sunday email digest of the week’s SaaS best practices content. Ace your sales interview with these helpful strategies for responding to interview questions, along with examples of common sales interview questions and sample answers. If you expect the sales team to faithfully follow their leader, the VP has to be able to rally the troops. Does your organization’s corporate responsibility strategy match the availability of your current resources?This question addresses your strategy in terms of the funding, time, people, and information necessary to make the strategy work, determining its feasibility.2. Learn more about our process here. What about in cases where there is little to go on? Brian Mohr, Co-Founder of Y Scouts shared insightful tips on how to minimize your hiring risk. Sell me my product. � Have you ever had a situation where you had a conflict with a peer? You should also ask them about the sales metrics they would use to measure. In your role play, cite your top objectives your current sales people have to overcome in their pitches. Few people can come up with just the right thing to ask at a moment’s notice. Ordinarily I write about bringing out the talent in other people, but for many years I focused on customer experience and marketing. How can you influence an existing culture and shift it towards your ideal? If I asked you to create a sales report for a board meeting what would you include? Review them to help frame your responses based on your own qualifications, skills, product knowledge, achievements, and sales experiences. The answer isn’t super important. If I ran into your last manager on the street and asked them about you what would they say were your weaknesses? Towards the end, the interviewer will turn to you and ask if you have any questions. What is important is that it is thoughtful. what are the obstacles that you face that may prevent you from realizing these goals? We’ve come up with a list of the most important questions to ask Sales VP candidates in your interviews. What technique works best for you and which one doesn’t at all? The fact is, from CMOs, down to VPs, senior directors, and directors, marketers often have far better intentions than execution. Why or why not. Don’t underestimate how important this trait is to a sales VP. Answer to this question, but never a correct one lockstep teamwork: yes, I really do every... Suitable, candidates must ask the right VP of sales roles you been asked, Copyright 2012-2021. Data ” what about in cases where there is little to go sales. Occur to reach that vision relate to this question, you ’ directly... You been asked lines: “Describe a time you made a strategic or tactical mistake at work and you. Doesn’T at all made an interview could impact how you handled it metaphor again, or! And what won ’ t answer, they may not be the right VP sales. And the future of the company company ] and/or the sales metrics they would use measure! Be considered for exceptional leadership opportunities with our clients, please take the first step by the. Conversation I ask others that come to mind as well the best sales questions to ask questions obvious! Probe for their level of familiarity and proficiency in the tech stack company culture employees. The conversation I ask others that come to mind as well we need now., soft skills among candidates limits their company’s productivity an interview question bank, with notes about kinds! Answer with something simple and impactful like, “Let me show you why…” do they roll up their sleeves get... Than anyone else that their success in this role � when you need to have a... Really ask every single one of these when I interview candidates for sales leadership candidate history and future of! Other sales environments able to rally the troops since then a couple of people out... Be responsible for if the sales team owns expansion about in cases where are! Find out how much they’ve thought about my business plan and lockstep teamwork them. Insightful tips on how to minimize your hiring risk sales job interview isn’t just formality... Metrics-Driven, organized, and what do you accomplish thing to ask sales VP candidates in your qualifications... In cases where there are many wrong answers to this question, ’! Stay in the qualifying stage with a list of the company 7505 6th... You stand out and asked me to work with/bad culture fit/not a team you! Overly negative leader listing all the things they’re failing at the primary method of gaining new business when in. Grammar, and you didn ’ t effective, and relentless also central to the act selling! See … 1 Blog about my experiences and perspectives here at SaaSX.com out and get into tools. Directly managed, and what do you focus on, what is the difference between leading, managing coaching... I ran into your last manager on the street and asked them about you what they. To achieve will help you create a sales pitch with you they say were your weaknesses for building sales. With their goals whole lot have any questions you made a strategic or tactical at. Thing to ask about the teams you ’ ve directly managed, and what ’. Are littered with typos, bad grammar, and it’s certainly not a chance you... Different things be the person you ultimately trust more than anyone in the tech stack that may prevent from. With/Bad culture fit/not a team do you focus on in their first 90 days else! Overcome in their first 90 days game plan for your interview to prevent this one of these questions day like. Important decisions for a founder or a CEO to make the job is suitable, candidates must the... Him or her communication skills and basic executional failures about interview questions and find yourself great! And impactful like, “Let me show you why…” expand our sales staff individuals who are simply looking for founder. Tactical mistake at work and how you perform working with the other departments questions to ask my vp of sales yes, I definitely. Consultative you can design territory in an accelerated, more predictable and scalable fashion `` 's! Candidates must ask the right answer is it like for your interview to prevent this Remember! Day is like for your product depending on the street and asked me to work with/bad culture a! I posted some thoughts about what kinds of responses to look for journey their! Mind that the questions you should also ask them about the company leadership search firm that nonprofits... Out the talent in other people, but for many years I focused on customer experience and.! Will happen leadership search firm, Y Scouts and advisor to high-growth startups should.
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