There was a 51% gap in quota attainment between high-performing and low-performing sales leaders in a. of 400 VPs of Sales and managers: the high performers achieved 104% quota on average while the low performers reported 54%. We’ve also called out our 10 most popular questions that shine a light on the most important attributes of a VP Sales. A VP of Sales is not just a strategist and client manager—they are a key player in a company’s recruitment, training, and development of salespeople. The full list of questions are grouped into four “buckets” covering each of the key areas associated with the role: personal, people management, customer management, and business management. Provide a brief description and tell us why it works. When evaluating a VP of Sales for customer management abilities, look for their understanding of the market, the competition, and how they plan to maximize revenue by optimizing the sales process. Treat it as such, prepare for these questions, and you’ll close the deal. My advice for you is to be consistent, use some finesse, and give it a try. What is your sales team’s track record for acquiring and retaining clients? Let us know! No other member of the executive suite fails as often as the sales leader.”. What attributes make a strong leader and strong coach? If you joined our organization, what specific actions would you take in the first month? What VP of Sales interview questions have you asked, or been asked? For this reason, investing in a top sales leader is often more important than investing in a top sales rep. ZS Associates found that a team with an average manager but excellent salespeople performs well in the short term. By continuing to use this site you agree to the use of cookies. Interview Questions for a Vice President of Sales Executives. Interview Questions for a VP Sales. 353 vice president sales interview questions. They know how nurture customer engagement by setting high-level strategy and driving their sales force to focus on the right activities and behaviors. I am so nervous about this one. Sales Executive Interview Questions. What methods do you use to oversee multiple departments and ensure your work is error free? Please share examples of how your process has worked in a past role, and why it’s been successful. This is a necessary trait if the candidate will join the company as an executive. Indeed, research has shown that unstructured interviews and hiring methods can actually harm selection to such an extent that companies would be better off were they to select candidates entirely at random. August 10, 2017. by Our Experts. The VP Sales steers the direction of the sales function, aligns resources, and improve key selling processes & channels. London Sales Recruiters: 3 Recruitment Insights & Trends, Boosting Sales Team Morale When No One is Buying. How to answer: Do your research on the work environment in the place you’re applying to work. that shine a light on the most important attributes of a VP Sales. Please share one or two examples of difficult decisions you’ve made, how you approached them, and what the results wore. Discuss how you’ve implemented new go-to-market strategies, adjusted existing strategies, or developed new sales processes to achieve substantial revenue growth. Certain interview questions bring hidden information to the surface. For example, During challenging financial period, I was able to negotiate repayment schedules satisfactorily with multiple vendors. Discuss your sales management process. When you’re not at work, what do you do to enjoy yourself? Structured approach to holding people accountable. How did you develop them and implement them across the sales force? What are some major challenges in the future of the industry? What would you do to generate leads or sales? Interview Questions for a Vice President of Sales Executives. I met with the controller for the 1st & 2nd interview. Interview Tips for Vice President Candidates Published on December 3, 2014 December 3, 2014 • 239 Likes • 32 Comments For this reason, investing in a top sales leader is often more important than investing in a top sales rep. ZS Associates found that a team with an average manager but excellent salespeople performs well in the short term. A business development executive has a lot of responsibilities. Once the interview is over, fill out your scorecard and reflect on the following five questions: By taking these questions into account, along with the hiring criteria on a formal scorecard, hiring managers can significantly improve their chances of making the right hire. Now for this 3rd interview I am to interview with the President and VP. What’s worked, what hasn’t? Salespeople not only conduct face-to-face meetings with potential clients, but … Excellent sales leaders are self-disciplined and fixated on target revenue goals. Please share examples of strategies you use to motivate your team. Vice President Job Interview Questions & Answers. Include those that have worked out well—and not so well. Why Success in 2017 Depends on Your Sales Playbook, Certain interview questions bring hidden information to the surface. How did you, What characteristics do you look for when you’re hiring sales professionals in our. And sixty-nine percent of salespeople who exceeded their annual quota rated their sales manager as being excellent or above average, according to a survey by USC’s Steve W. Martin. Imagine you cold-call a prospect. The best candidates are more than just sales experts. And, perhaps most importantly, sales leaders drive their hiring efforts. Copyright © 2020 TRUPATH. What will our sales revenues look like 120 days after we hire you? Executive Interview Questions for Strategic Insight A key part of making an executive hire is determining if they have the right long-term and short-term view for your company. There was a 51% gap in quota attainment between high-performing and low-performing sales leaders in a study of 400 VPs of Sales and managers: the high performers achieved 104% quota on average while the low performers reported 54%. If so, can you please provide a specific example of your achievement in delivering on it? Here are a few example executive interview questions: How to Answer Tough Management Interview Questions. No other member of the executive suite fails as often as the sales leader.” — Matt Sharrers and Greg Alexander Practice interview responses is advice given job seekers; however, one of the best ways to demonstrate your interest and enthusiasm about the job you're seeking is to ask your own questions. A graduate of Carleton University, Andrea is a regular contributor to the Peak Sales blog. What makes for an effective one-on-one meeting? But in the long run, excellent managers with average salespeople consistently outperform. All Rights Reserved. At a go-to-market level, their forward-thinking strategies can help the company increase market share and focus their efforts during expansion into new territories and markets. Industry leading VP of Sales drives financial results through their understanding of their customer segments and their ability to connect with them today and into the future. Then, before you answer, ask the interviewer about the work environment in their office. Andrea spent her first few years at Peak as one of the firm's top headhunters before being selected to initiate and run the firm's candidate marketing division. Are you intuitive or do you go purely on the facts? Please tell us about what drives you to succeed in the sales context. But when it comes to hiring a VP of Sales, it makes all the difference to the future success of a company. How do you communicate your expectations for managers and individual contributors? If a customer kept asking you to lower the price of your product so they can buy, how would handle it? Alignment between the Sales department and Marketing, Account Management, and Customer Success is highly crucial to any organization’s success. Please walk us through how you approach field engagement—making joint customer calls with reps and understanding customer demands and expectations in today’s marketplace. This question helps you learn about the candidate's ability to multitask and organize their time. Please describe the best sales infrastructure you’ve put in place in your past roles. Talk to us about your sales management process? These might not be the most challenging interview questions asked for management positions. Do you involve many or few people in your decisions? What challenges did you face and how did you personally put in an effort to overcome them? Your new VP of Sales should be comfortable managing sales metrics and employee performance using CRM. 3. How did you go about learning, and how successful was the outcome? Great managers elevate their whole team, while average managers bring excellent salespeople down to their level. They develop individuals and help them to navigate the company when they need support and resources. How did you implement the change and what was the impact (e.g., on quota, new client acquisition, gross profit, etc.)? They also represent the needs of the customer to the rest of the company, directly and indirectly. 10 Great Questions to Ask a VP Sales During an Interview by Jason Lemkin | Blog Posts , Early , Hiring , Sales , Sales One of the classic original SaaStr posts was on the Top 10 Questions to Ask a VP of Sales Candidate. If the candidate fails to describe how he or she has built a team, chances are the candidate probably cannot put their process into play at your company. This is one of the most important question in an executive-level interview, since your ability to deal with it reflects your readiness for the job. If you’re curious what to look for in a VP of Sales candidate’s resume, read this. Ask him or her something along these lines: “Describe a time you were part of a successful sales execution of a marketing campaign. How much feedback do you like to get from people you report to? Please describe a time when you needed to rapidly scale your sales force. Explain your strategies or thought processes around how our company can win over competitors. Is the amount of disruption this candidate will cause proportional to the amount of disruption the company can handle? Can you provide one or two recent examples of significant deals with existing key clients where you developed and executed a sales strategy to increase account revenue? Please provide one or two specific recent examples where your efforts and innovations resulted in significant gains. If you’re curious what to look for in a VP of Sales candidate’s resume, read this. What attributes do you possess that make you a strong leader and coach? at this stage of the company, and at future, scaled stages? unstructured interviews and hiring methods can actually harm. Industry-specific knowledge isn’t critical (any good salesperson can be trained) but it might help you during the initial screening. Developing a sales process and ensuring that it’s executed appropriately, Helping the sales force to make use of tools, customer data, and research, Managing rep performance and ensuring that it is aligned with company direction, Setting high-level sales strategy to drive revenue. What are some of the biggest challenges you have ever faced and overcome in your career as a sales leader? Written by Our Experts. How do you alter your management style when working with very seasoned sales team members, as compared to less experienced reps? Provide one or two recent examples of significant deals with existing key clients where you developed and executed a targeted account sales strategy to increase account revenue? They also combat hiring biases. They drive operational improvements through investments in technology infrastructure, improved data harvesting, and analysis with better data tools. Imagine you were attending an event on the company’s behalf. There’s a lot at stake when you’re bringing on a new leader to your organization. Let me tell you a little bit about my situation. Sales executives are on the front lines of sales operations. Demonstrates candidates' current industry knowledge as well as analytical skills. A Sales VP is responsible for building and managing a successful sales team that generates revenue. Leave your questions in the comments below. What are your communication skills like? An increasingly important executive competency sought after in a tough economy is cost-cutting. What skills are you lacking? Have the candidate run through a sales pitch with you in the interview. What VP of Sales interview questions have you been asked? These criteria should be codified in a candidate scorecard that each interviewer fills out after interviewing a candidate. How will the customers react to him or her? The right executive interview questions delve into specific executive and leadership competencies. During this, mention your top objectives your current sales team must overcome in their own pitches. Review them to help frame your responses based on your own qualifications, skills, product knowledge, achievements, and sales experiences. Contact TruPath today to tell us about your staffing needs. What are the biggest risks you have taken in recent years when it comes to your sales organization or sales approach? Whether you’re hiring a co-founder or seeking a new chief marketing officer, you need to make sure that this person has the right blend of technical and management skills. And they implement a strict sales process and hold their team accountable to it; according to Martin, 43% of high-performing sales managers use a closely monitored, strictly enforced, or automated sales process, compared to just 29% of underperforming sales managers. Walk us through, in detail, the process you use for onboarding and training new sales reps. Fresh graduates do not apply for executive-level jobs. Please discuss the selling tactics that were most successful in a past role. They also combat hiring biases. Whether you’re hiring a co-founder or seeking a new chief marketing officer, you need to make sure that this person has the right blend of technical and management skills. Executive interview questions about how to help employees grow and develop and how it supports business goals reveal vision or lack of it. Conversely, companies that use structured hiring tools in the interviewing process have been shown to have a more effective sales force. What was critical for you and your team to win those deals and how have those learnings changed your sales strategies or selling approaches? We’ve collated the interview questions that have yielded the best outcomes. “The average tenure of a new sales leader is 19 months. Please share examples of results from past teams. Study the company and its leadership so you have questions for interviews at every level, including the CEO. I am going for a Staff Accountant position for a small to medium sized company. Please discuss your quota performance over the last three years. indicates that a greater percentage of such companies’ reps achieve quota, and have a greater confidence in their organization. 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