Evaluate how they operate. Gregory Lewis. Yes, I really ask every single one of these when I interview candidates for sales leadership. It happens at every sales job interview. Don’t underestimate how important this trait is to a sales VP. How do you leverage it? If I ran into your last manager on the street and asked them about you what would they say were your weaknesses? Tell me about the teams you’ve directly managed, and how you built them. what "must's" have to occur to reach that vision? How do you manage conflict between peers? In your role play, cite your top objectives your current sales people have to overcome in their pitches. What is the most important and pressing problem for this new person to tackle? We examine a number of things throughout our evaluations, with special emphasis on Purpose, Values, Functional Expertise, Results, Personnel Development and Learning. Hiring a sales leader is a big deal no matter what stage your company is. Metaphor again, he or she wants to know whether Europe or Africa is your current destination. This question quickly separates individuals who are committed and passionate to our vision from those who are simply looking for a job. 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. 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! What is a sales playbook in your own definition? Ideally, sales reps should ask as many open-ended sales questions as they can throughout the sales process. What do you consider? What technique works best for you and which one doesn’t at all? Most people who are trying to impress you will be more than happy to give you a syllabus of their credentials as to why. Can you please tell me in your own words what we do? 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. However, the obvious time to ask open-ended questions is in the qualifying stage with a prospect. Would you describe your decision-making style as based more on “gut”, or on “data”? Shaping a company culture that employees can be proud of and where they can do their best work. You want to be able to make an impact right away and the future of the company could impact how you perform. As a leadership search firm, Y Scouts often interviews people for VP of Sales roles. If I asked you to create a sales report for a board meeting what would you include? Learn about interview questions and interview process for 1,220 companies. Contact us if you are looking to find an exceptional leader. 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…. 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? 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. When you requested the time with the executive what was your objective? interview questions to ask senior-level executives what are your top 3 short-term goals for the company? Tell me about the history/growth of the company. It helps me identify the journey and their sense of the situation from the get go. Ordinarily I write about bringing out the talent in other people, but for many years I focused on customer experience and marketing. I always ask these questions but based on the conversation I ask others that come to mind as well. By asking this question, you’re evaluating whether they are creative enough to find uses for your product. ” and why you should be wary of someone who has a quick response. And remember, the most important thing is what they ask you, not what you ask them. Whar sales metrics do you look at daily? Building radically efficient sales teams that win. How would you describe your leadership style? Having been on both ends of the situation in my career, I can definitely relate to this scenario. Y Scouts is an executive search firm that helps nonprofits and social enterprises find exceptional leaders. How do you organize your department (what does your ideal. Building/scaling a sales team. How important is it? Ace your sales interview with these helpful strategies for responding to interview questions, along with examples of common sales interview questions and sample answers. This will surely make work much easier for you. Here’s the summary. What are ten things you can do with duct tape? Home » Blog » High Growth » 10 VP of Sales Interview Questions. You discover that her/his emails are littered with typos, bad grammar, and incoherent sentence structure. Few people can come up with just the right thing to ask at a moment’s notice. What will you tolerate from that type of sales rep, and what won’t you tolerate? In your opinion should sales or customer success own expansion? 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. To give you a head start, I have included some of my favorite starter questions for a VP of Sales interview. Probe for their level of familiarity and proficiency in the tech stack. [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.] He talks about the bottom line questions that CEO’s like to ask – “So, how much revenue can you drive for us this year? How would you describe the ideal sales culture? Describe the rep who was the most difficult to manage in your career so far? 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? There isn’t a right or wrong answer to this question. What is it like for your reps to interact with you? Sell me my product. 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. The answer isn’t super important. 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.” 12 Interview Questions to Ask Every Sales Candidate. They know more than anyone else that their success in this role depends on a viable business plan and lockstep teamwork. Here’s the summary. Because your opinion represents to your VP the compass you use to keep you and your projects/people tacking appropriately. Let’s say you have a sales rep who is always a top performer consistently every quarter. Is there anything unique about selling SaaS that is different from other sales environments? 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. Questions to ask about the Multiplier Mindset. I am an entrepreneur and advisor to high-growth startups. We’re on track to miss our target this quarter, you’re the VPS and have 30 days, what are you going to do? Have you ever had a situation where you had a conflict with a peer? How can you influence an existing culture and shift it towards your ideal? Subscribe today. I made an interview question bank, with notes about what kinds of responses to look for. Why or why not. What process do you follow once you have made that decision? And most of all, running high-growth, capital-efficient organizations. Identifying what you wanted to achieve will help you frame the questions you should ask. What was the outcome? Of course, soft skills are notoriously difficult to screen for…and they’re also central to the act of selling. What are you most proud of professionally? How will my performance be measured in this role? I made an interview question bank, with notes about what kinds of responses to look for. You are asking a great question. Yes, I really ask every single one of these when I interview candidates for sales leadership. What is the official performance review process like at your company? What is your typical team and individual meeting cadence? But the gems are usually the ones that answer with something simple and impactful like, “Let me show you why…”. How did you stand out and get management to see … In hindsight what would you have done differently? The last thing they need is an overly negative leader listing all the things they’re failing at. You'll gain clarity as time goes on whether your … September 18, 2017. 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. 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. See if they can explain what will happen, but more importantly, how it will happen. […] to address some of the most common and basic executional failures. Meeting-driven or open door? What should customer success be responsible for if the sales team owns expansion? 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. What do you focus on, what do you accomplish? Get the week’s SaaS best practices every Sunday morning. How do you coach/manage reps who are underperforming? what a new sales leader should focus on in their first 90 days. To be considered for exceptional leadership opportunities with our clients, please take the first step by joining the Y Scouts Leadership Community. Hands off or hands on? This is a must if they’re joining my company as an executive. Describe how you determine OTE for your team, what factors do you take into consideration? Strengths? Download my free eBook “Top 100 Sales Leader Interview Questions.” Remember, there are no great sales leaders. What if what you described wasn’t effective, and you didn’t see improvement? And guess what, … 353 vice president sales interview questions. These are the best sales questions to ask on a sales call to advance the relationship. Sales drive every other aspect of business, often the primary method of gaining new business when dealing in tangible goods and most services. How big a team do you think we need right now, given what you know? In addition, review a list of questions to ask your interviewer. The interview is your opportunity to understand the company and boss. What is the one thing you would change about the company if you could today? Towards the end, the interviewer will turn to you and ask if you have any questions. 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? All […], […] 50 SaaS Sales VP Interview Questions I Always Ask […], Your email address will not be published. What if it doesn’t work? How do you know when you need to let a rep go? What kind of sales leader are you? Share; 65% of hiring managers in sales agree that a lack of soft skills among candidates limits their company’s productivity. What do you need to know before you can design territory? April 28, 2019 By Anna Talerico 2 Comments. Last week I posted some thoughts about what a new sales leader should focus on in their first 90 days. I love to ask this question to find out how much they’ve thought about my business. Describe your general approach for managing your A+ players. 2 Key Questions to Ask Yourself. 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. Such as in a startup or an environment where there are limited benchmarks? This part of the sales job interview isn’t just a formality, and it’s certainly not a chance for you to just coast. How do you structure your pipeline review meetings? Since then a couple of people reached out and asked me to share my favorite interview questions for a sales leadership candidate. Your email address will not be published. I generally like to question his or her communication skills. When you hire the right VP of Sales, you see your revenues expand in an accelerated, more predictable and scalable fashion. What questions do you have for me about [the company] and/or the sales organization? Describe in detail what a typical day is like for a sales leader? 7505 E 6th Ave., Suite 204, Scottsdale, AZ 85251480-374-7110info@yscouts.com, Copyright © 2012-2021 Y Scouts. Brian Mohr, Co-Founder of Y Scouts shared insightful tips on how to minimize your hiring risk. What OTE are you looking for? Interview Questions for a Vice President of Sales Executives. What will my revenues look like 120 days after I hire you? What is important is that it is thoughtful. what are the obstacles that you face that may prevent you from realizing these goals? 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. 1. What brought you here? Your first 30/60/90 days. 5) Positive. How do you approach territory creation? We’ve come up with a list of the most important questions to ask Sales VP candidates in your interviews. It’s worth the time to get it right. 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. As a salesperson, it’s important to ask about the history and future growth of a company. Great sales people get creative and see multiple uses for your product depending on the customer. 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? Do you have any questions to ask us? And yes, I really do ask every single one of these questions! What VP of Sales interview questions have you been asked? Required fields are marked *. Reducing customer churn and increasing product adoption. What do you do? Describe your general approach to setting quotas. So, here goes. What was the outcome? Being a multiplier (or in your case exponential) is a key mindset to have as a leader. Stay in the know by receiving our Sunday email digest of the week’s SaaS best practices content. Working with the other departments: regarded questions. For example: Objective: To understand what it would involve for me to work my way up to her position in 10 years. If they can’t answer, they may not be the right choice. Questions can be: What position did you start at when you joined the company? Filed Under: Sales Tagged With: Recruiting. The more you learn about a prospect, the more consultative you can be to help them with their goals. I love tackling the challenges faced by SaaS companies. Do you use one? What mix of base and variable. How would you approach building an outbound program from the ground up? Monthly? You should also ask them about the sales metrics they would use to measure. 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. So, go grab the spreadsheet of 50 sales VP or Director interview questions and find yourself a great sales leader! 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? On a whole lot them in an accelerated, more predictable and scalable fashion could how. Director interview questions do you take into consideration never ask Salary, perks, leave, place of,. Ask the right answer is it like for a board meeting what would you describe your decision-making style based. Prevent you from realizing these goals top performing rep who indicates they want to go into sales?! And pressing problem for this new person to tackle central to the act of selling the questions you ask be... Email address or anything else as they are two different things to the act of.. Ask about the company if you are looking to find out how much thought! 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