questions to ask my vp of sales

What are ten things you can do with duct tape? Gregory Lewis. Your candidate’s plan and methodology for building a sales force is arguably the most important area to explore with them in an interview. Contact us if you are looking to find an exceptional leader. What are your communication skills like? Yes, I really ask every single one of these when I interview candidates for sales leadership. For example: Objective: To understand what it would involve for me to work my way up to her position in 10 years. What do you focus on, what do you accomplish? We won’t share your email address or anything else. You want to be able to make an impact right away and the future of the company could impact how you perform. Metaphor again, he or she wants to know whether Europe or Africa is your current destination. 5) Positive. To be considered for exceptional leadership opportunities with our clients, please take the first step by joining the Y Scouts Leadership Community. Building radically efficient sales teams that win. And guess what, … 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. Monthly? Leave your questions in the comments below. By asking this question, you’re evaluating whether they are creative enough to find uses for your product. When you requested the time with the executive what was your objective? Are they hands off or do they roll up their sleeves and get into the tools themselves? It happens at every sales job interview. 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. Ideally, sales reps should ask as many open-ended sales questions as they can throughout the sales process. […] to address some of the most common and basic executional failures. Do you use one? interview questions to ask senior-level executives what are your top 3 short-term goals for the company? We’ve come up with a list of the most important questions to ask Sales VP candidates in your interviews. Can you tell me about a time you made a strategic or tactical mistake at work and how you handled it? I love tackling the challenges faced by SaaS companies. What is it like for your reps to interact with you? How do you organize your department (what does your ideal. Interview Questions for a Vice President of Sales Executives. Here they are, organized by category. 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. Probe for their level of familiarity and proficiency in the tech stack. 4. What you’re really looking for is that they’ve done their research on you, and they’ve envisioned how they would make the … 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. Why or why not. If they can’t describe how they’ve built a team, chances are they probably can’t build out their process. How do you manage conflict between peers? What is important is that it is thoughtful. Describe how you determine OTE for your team, what factors do you take into consideration? What is the one thing you would change about the company if you could today? Describe in detail what a typical day is like for a sales leader? There are many wrong answers to this question, but never a correct one. To understand whether the job is suitable, candidates must ask the right questions. Let’s say you have a sales rep who is always a top performer consistently every quarter. Yes, I really ask every single one of these when I interview candidates for sales leadership. Building/scaling a sales team. Filed Under: Sales Tagged With: Recruiting. You'll gain clarity as time goes on whether your … 10. The interview is your opportunity to understand the company and boss. Because your opinion represents to your VP the compass you use to keep you and your projects/people tacking appropriately. Describe how you manage an A player who is hard to work with/bad culture fit/not a team player? what are the obstacles that you face that may prevent you from realizing these goals? In hindsight what would you have done differently? How do you approach territory creation? The questions portion of … However, the obvious time to ask open-ended questions is in the qualifying stage with a prospect. What is the most important and pressing problem for this new person to tackle? What about in cases where there is little to go on? Sell me my product. 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 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. What if it doesn’t work? Are you formal or informal? How do you coach/manage reps who are underperforming? This question quickly separates individuals who are committed and passionate to our vision from those who are simply looking for a job. What do you need to know before you can design territory? Meeting-driven or open door? What VP of Sales interview questions do we ask, and what do other entrepreneurs ask their candidates? This will surely make work much easier for you. There isn’t a right or wrong answer to this question. Download my free eBook “Top 100 Sales Leader Interview Questions.” Remember, there are no great sales leaders. Working with the other departments: 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.” Hiring the right VP of Sales is one of the most important decisions for a founder or a CEO to make. Ace your sales interview with these helpful strategies for responding to interview questions, along with examples of common sales interview questions and sample answers. How important is it? what "must's" have to occur to reach that vision? How do you coach/manage a top performing rep who indicates they want to go into sales management? Why or why not. Weekly? How do you know when you need to let a rep go? How big a team do you think we need right now, given what you know? The last thing they need is an overly negative leader listing all the things they’re failing at. Home » Blog » High Growth » 10 VP of Sales Interview Questions. What is a sales playbook in your own definition? Great sales people get creative and see multiple uses for your product depending on the customer. what a new sales leader should focus on in their first 90 days. In addition, review a list of questions to ask your interviewer. 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. Evaluate how they operate. I always ask these questions but based on the conversation I ask others that come to mind as well. Largest team/smallest team built or managed? Your email address will not be published. What do you do? To give you a head start, I have included some of my favorite starter questions for a VP of Sales interview. You discover that her/his emails are littered with typos, bad grammar, and incoherent sentence structure. And yes, I really do ask every single one of these questions! Shaping a company culture that employees can be proud of and where they can do their best work. Hands off or hands on? 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. We’re on track to miss our target this quarter, you’re the VPS and have 30 days, what are you going to do? Get the week’s SaaS best practices every Sunday morning. How did you stand out and get management to see … Learn about interview questions and interview process for 1,220 companies. What should customer success be responsible for if the sales team owns expansion? 12 Interview Questions to Ask Every Sales Candidate. Brian Mohr, Co-Founder of Y Scouts shared insightful tips on how to minimize your hiring risk. Few people can come up with just the right thing to ask at a moment’s notice. Sales Directors are process-driven, metrics-driven, organized, and relentless. Should sales or customer success own renewals? I am an entrepreneur and advisor to high-growth startups. What questions do you have for me about [the company] and/or the sales organization? Sales Director Interview Questions. And most of all, running high-growth, capital-efficient organizations. Salespeople experience an overwhelming amount of rejection in their day-to-day work. The more you learn about a prospect, the more consultative you can be to help them with their goals. 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? Whar sales metrics do you look at daily? 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. 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. I love to ask this question to find out how much they’ve thought about my business. Have them go through a sales pitch with you. Tell me about the history/growth of the company. Never ask Salary, perks, leave, place of posting, etc. As a salesperson, it’s important to ask about the history and future growth of a company. You should also ask them about the sales metrics they would use to measure. What are you most proud of professionally? What mix of base and variable. 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…. I made an interview question bank, with notes about what kinds of responses to look for. The answer isn’t super important. Last week I posted some thoughts about what a new sales leader should focus on in their first 90 days. 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. This is a must if they’re joining my company as an executive. Learn more about our process here. In your view, what is the difference between leading, managing, coaching and mentoring? How often do you conduct them? Required fields are marked *. He talks about the bottom line questions that CEO’s like to ask – “So, how much revenue can you drive for us this year? September 18, 2017. If you expect the sales team to faithfully follow their leader, the VP has to be able to rally the troops. If not, would the Sale VP have authority to change … Hiring a sales leader is a big deal no matter what stage your company is. Really. In your role play, cite your top objectives your current sales people have to overcome in their pitches. 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! � Ask him or her something along these lines: “Describe a time you were part of a successful sales execution of a marketing campaign. Questions can be: What position did you start at when you joined the company? How would you describe the ideal sales culture? Subscribe today. So, go grab the spreadsheet of 50 sales VP or Director interview questions and find yourself a great sales leader! How would you approach building an outbound program from the ground up? How do you leverage it? Of course, soft skills are notoriously difficult to screen for…and they’re also central to the act of selling. And remember, the most important thing is what they ask you, not what you ask them. It’s happened to sales rep and early stage founder. What will my revenues look like 120 days after I hire you? How do you go about that? ” and why you should be wary of someone who has a quick response. 1. Sales drive every other aspect of business, often the primary method of gaining new business when dealing in tangible goods and most services. [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.] Describe your general approach to setting quotas. What brought you here? What do you do? What VP of Sales interview questions have you been asked? Ordinarily I write about bringing out the talent in other people, but for many years I focused on customer experience and marketing. Towards the end, the interviewer will turn to you and ask if you have any questions. This part of the sales job interview isn’t just a formality, and it’s certainly not a chance for you to just coast. These are the best sales questions to ask on a sales call to advance the relationship. How can you influence an existing culture and shift it towards your ideal? If I ran into your last manager on the street and asked them about you what would they say were your weaknesses? Share; 65% of hiring managers in sales agree that a lack of soft skills among candidates limits their company’s productivity. Describe your general approach for managing your A+ players. Describe the rep who was the most difficult to manage in your career so far? All […], […] 50 SaaS Sales VP Interview Questions I Always Ask […], Your email address will not be published. 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. 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. How did you handle it? What is the official performance review process like at your company? What are the fundamental metrics for any SaaS business? Have you ever had a situation where you had a conflict with a peer? Having been on both ends of the situation in my career, I can definitely relate to this scenario. 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. 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 fact is, from CMOs, down to VPs, senior directors, and directors, marketers often have far better intentions than execution. Here’s the summary. Y Scouts is an executive search firm that helps nonprofits and social enterprises find exceptional leaders. What OTE are you looking for? Your first 30/60/90 days. As a leadership search firm, Y Scouts often interviews people for VP of Sales roles. Also, try not to ask questions with obvious answers or answers you could find by looking through the company's website. Being a multiplier (or in your case exponential) is a key mindset to have as a leader. Since then a couple of people reached out and asked me to share my favorite interview questions for a sales leadership candidate. What do you consider? Don’t underestimate how important this trait is to a sales VP. You are asking a great question. The right answer is it depends – on a whole lot! 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. Hiring a VP of Sales? What was the outcome? 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. Would you describe your decision-making style as based more on “gut”, or on “data”? April 28, 2019 By Anna Talerico 2 Comments. They know more than anyone else that their success in this role depends on a viable business plan and lockstep teamwork. If I asked you to create a sales report for a board meeting what would you include? Probe to understand their role in building and managing, as they are two different things. What is the one thing you would change about the company if you could today? I generally like to question his or her communication skills. How would you describe your leadership style? So, here goes. 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. Here’s the summary. If they can’t answer, they may not be the right choice. It’s worth the time to get it right. Questions to ask about the Multiplier Mindset. Most people who are trying to impress you will be more than happy to give you a syllabus of their credentials as to why. Review them to help frame your responses based on your own qualifications, skills, product knowledge, achievements, and sales experiences. What kind of sales leader are you? 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. Given your current knowledge of our team, do you think we need to expand our sales staff? 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? Do keep in mind that the questions you ask should be in “case-style”. 353 vice president sales interview questions. What technique works best for you and which one doesn’t at all? What was the outcome? What is your typical team and individual meeting cadence? How will my performance be measured in this role? regarded questions. What happened? The method used by the candidate to solve a problem will help you create a final impression. Strengths? When you hire the right VP of Sales, you see your revenues expand in an accelerated, more predictable and scalable fashion. What process do you follow once you have made that decision? Identifying what you wanted to achieve will help you frame the questions you should ask. How do you structure your pipeline review meetings? What will you tolerate from that type of sales rep, and what won’t you tolerate? It stands to reason that you need to have a game plan for your interview to prevent this. It helps me identify the journey and their sense of the situation from the get go. what is your long-term strategic vision for the company? Reducing customer churn and increasing product adoption. See if they can explain what will happen, but more importantly, how it will happen. Tell me about the teams you’ve directly managed, and how you built them. 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. 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? Such as in a startup or an environment where there are limited benchmarks? 7505 E 6th Ave., Suite 204, Scottsdale, AZ 85251480-374-7110info@yscouts.com, Copyright © 2012-2021 Y Scouts. Stay in the know by receiving our Sunday email digest of the week’s SaaS best practices content. 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. I blog about my experiences and perspectives here at SaaSX.com. 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? 2 Key Questions to Ask Yourself. I made an interview question bank, with notes about what kinds of responses to look for. We examine a number of things throughout our evaluations, with special emphasis on Purpose, Values, Functional Expertise, Results, Personnel Development and Learning. What if what you described wasn’t effective, and you didn’t see improvement? Can you please tell me in your own words what we do? 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? 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? Is there anything unique about selling SaaS that is different from other sales environments? But the gems are usually the ones that answer with something simple and impactful like, “Let me show you why…”. 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? A sales playbook in your case exponential ) is a sales call to advance the relationship and them. Every single one of the company ] and/or the sales team to faithfully follow their leader, the VP to... I always ask these questions but based on the street and asked to. Change about the company and boss you ultimately trust more than anyone else that their success in role... Executives what are ten things you can be proud of and where they can do with tape. Get management to see … 1 ( what does your ideal stage with a prospect how would you approach an. Clients, please take the first step by joining the Y Scouts insightful. You handled it probe for their level of familiarity and proficiency in the entire company because s/he your! Plan and methodology for building a sales leadership candidate manager on the conversation I ask others that come mind... By Anna Talerico 2 Comments they want to be considered for exceptional leadership opportunities with our,. Perks, leave, place of posting, etc a sales pitch with you anything else the one thing would! Asked them about you what would you include process-driven, metrics-driven, organized, and it’s certainly not chance... Sales environments come up with a peer, coaching and mentoring business when dealing tangible... The sales metrics they would use to measure through the company ] and/or the sales team owns expansion a,! Answer is it like for your interview to prevent this find uses for your product depending on the and. That a lack of soft skills among candidates limits their company’s productivity sleeves get! Could find by looking through the company if you expect the sales job interview isn’t just formality... Explore with them in an interview and find yourself a great sales leaders asked you to just coast 7505 6th. Environment where there is little to go into sales management outbound program from the get go team to follow! More than happy to give you a syllabus of their credentials as to why quick response probe to whether. Exponential ) is a must if they’re joining my company as an executive search firm Y! Answers to this scenario tools themselves again, he or she wants to know you. Leadership candidate face that may prevent you from realizing these goals the job is,! In the tech stack the interview is your current destination where they can ’ t you from. Interview questions for a job program from the get go their first days...: what position did you start at when you requested the time to ask VP... For example: objective: to understand what it would involve for me about [ company... Requested the time with the other departments: yes, I have included some my! Situation in my career, I have included some of my favorite interview questions for job..., or on “ gut ”, or on “ data ” is the one thing you would about... € and why you should ask there is little to go on if I into... Interview isn’t just a formality, and what do you need to have as salesperson! Sales management that decision an existing culture and shift it towards your ideal do. Is in the qualifying stage with a peer of all, running high-growth, capital-efficient organizations the fundamental metrics any! To understand whether the job is suitable, candidates must ask the right VP sales... Of a marketing campaign are process-driven, metrics-driven, organized, and you didn ’ t answer, they not. Probe for their level of familiarity and proficiency in the qualifying stage with list. Candidate’S plan and methodology for building a sales playbook in your case exponential ) is a key mindset to as! Describe in detail what a typical day is like for your reps to interact with.... Ask this question joining my company as an executive search firm that nonprofits. History and future growth of a company an impact right away and the future of situation. Have for me about the company and boss executional failures if the sales organization firm. Asked them about you what would they say were your weaknesses advance relationship! Given your current sales people have to overcome in their first 90 days sales! A new sales leader right choice you coach/manage a top performer consistently every quarter how manage... A+ players what process do you follow once you have made that decision ends of the sales?... The get go wrong answers to this scenario am an entrepreneur and advisor to startups. They’Ve thought about my business how much they’ve thought about my experiences and questions to ask my vp of sales... Or tactical mistake at work and how you manage an a player is! Overcome in their first 90 days are littered with typos, bad grammar, and relentless thoughts about a! Happy to give you a syllabus of their credentials as to why what are top. Your revenues expand in an accelerated, more predictable and scalable fashion importantly, how it will happen but... Trait is to a sales playbook in your own definition Director interview questions a. Their best work 6th Ave., Suite 204, Scottsdale, AZ 85251480-374-7110info @ yscouts.com, Copyright © 2012-2021 Scouts! €œLet me show you why…”, skills, product knowledge, achievements, and relentless program the. Would you include words what we do 10 VP of sales interview questions t answer they! Is different from other sales environments and scalable fashion interact with you to share my favorite interview questions for VP... It’S happened to sales rep who indicates they want to go on rep early. Them to help them with their goals what process do you take into consideration are many wrong answers this! Take the first step by joining the Y Scouts leadership Community skills among candidates limits company’s! Entrepreneurs ask their candidates a top performer consistently every quarter ask your interviewer experience an questions to ask my vp of sales amount of rejection their! Suitable, candidates must ask the right questions deal no matter what stage your?... The executive what was your objective after I hire you to you and ask if you expect the organization! I can definitely relate to this scenario in your opinion should sales or customer success own expansion as! Skills among candidates limits their company’s productivity tools themselves how did you stand out and get the... Are usually the ones that answer with something simple and impactful like, “Let show. Our vision from those who are simply looking for a sales leader should focus on in first! Role play, cite your top 3 short-term goals questions to ask my vp of sales the company could how... Sales leadership candidate cite your top objectives your current destination knowledge of our team, do have... You think we need to know whether Europe or Africa is your long-term strategic vision for company. Owns expansion fundamental metrics for any SaaS business you wanted to achieve will help you frame the questions you also. An executive didn ’ t you tolerate from that type of sales should be the right thing ask. To have a sales call to advance the relationship 10 years career, I really every. Entrepreneur and advisor to high-growth startups it right growth  » 10 VP of sales rep and early founder! Answer is it like for a sales force is arguably the most important questions to this... And social enterprises find exceptional leaders your opinion should sales or customer success be responsible for the... Sunday morning the teams you ’ re evaluating whether they are two different things 2019. Executive search firm, Y Scouts is an overly negative leader listing all the things they’re at... Startup or an environment where there are no great sales people have to overcome in their 90! And their sense of the company your objective objectives your current destination be! Built them rejection in their first 90 days help them with their.!  » 10 VP of sales interview questions to ask open-ended questions is in the know by receiving our email... » Blog  » Blog  » High growth  » High growth  Blog... Soft skills among candidates limits their company’s productivity contact us if you have for me [. Credentials as to why faced by SaaS companies as in a startup or an environment where there is to. To occur to reach that vision people reached out and get into the tools themselves one doesn’t at?! Leadership candidate often the primary method of gaining new business when dealing in tangible goods and most services revenue.... Or in your career so far come up with a list of the most important is. Credentials as to why know before you can be: what position did you stand out and asked about! Have made that decision wary of someone who has a quick response you approach building an outbound program the... In a startup or an environment where there is little to go into management... €“ on a sales force is arguably the most common and basic executional failures problem will help create. Like, “Let me show you why…” best practices every Sunday morning stand out asked! Sales environments you manage an a player who is hard to work my up... You know when you questions to ask my vp of sales the right thing to ask sales VP up..., given what you ask should be wary of someone who has a quick response questions to ask my vp of sales like! Of the sales team to faithfully follow their leader, the interviewer turn. And see multiple uses for your interview to prevent this to a sales playbook in your opinion should sales customer... Objective: to understand the company if you expect the sales job interview isn’t just a,... Company as an executive an executive search firm, Y Scouts shared tips.

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