questions to ask my vp of sales

Contact us if you are looking to find an exceptional leader. When you hire the right VP of Sales, you see your revenues expand in an accelerated, more predictable and scalable fashion. Home » Blog » High Growth » 10 VP of Sales Interview Questions. How do you structure your pipeline review meetings? These are the best sales questions to ask on a sales call to advance the relationship. Ideally, sales reps should ask as many open-ended sales questions as they can throughout the sales process. The questions portion of … Your email address will not be published. What technique works best for you and which one doesn’t at all? 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. Identifying what you wanted to achieve will help you frame the questions you should ask. ” and why you should be wary of someone who has a quick response. Don’t underestimate how important this trait is to a sales VP. You'll gain clarity as time goes on whether your … 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. Have them go through a sales pitch with you. what "must's" have to occur to reach that vision? Salespeople experience an overwhelming amount of rejection in their day-to-day work. What should customer success be responsible for if the sales team owns expansion? Evaluate how they operate. The interview is your opportunity to understand the company and boss. What do you need to know before you can design territory? What was the outcome? In addition, review a list of questions to ask your interviewer. 4. Required fields are marked *. What VP of Sales interview questions do we ask, and what do other entrepreneurs ask their candidates? Let’s say you have a sales rep who is always a top performer consistently every quarter. I generally like to question his or her communication skills. Great sales people get creative and see multiple uses for your product depending on the customer. Are they hands off or do they roll up their sleeves and get into the tools themselves? Leave your questions in the comments below. 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? Probe to understand their role in building and managing, as they are two different things. When you requested the time with the executive what was your objective? But the gems are usually the ones that answer with something simple and impactful like, “Let me show you why…”. We’re on track to miss our target this quarter, you’re the VPS and have 30 days, what are you going to do? How would you describe your leadership style? So, here goes. The method used by the candidate to solve a problem will help you create a final impression. Building radically efficient sales teams that win. What are your communication skills like? what is your long-term strategic vision for the company? To understand whether the job is suitable, candidates must ask the right questions. Share; 65% of hiring managers in sales agree that a lack of soft skills among candidates limits their company’s productivity. 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. How do you go about that? How do you coach/manage reps who are underperforming? Being a multiplier (or in your case exponential) is a key mindset to have as a leader. Most people who are trying to impress you will be more than happy to give you a syllabus of their credentials as to why. Filed Under: Sales Tagged With: Recruiting. Shaping a company culture that employees can be proud of and where they can do their best work. What is it like for your reps to interact with you? Learn about interview questions and interview process for 1,220 companies. What is important is that it is thoughtful. Do you have any questions to ask us? It’s happened to sales rep and early stage founder. Sales Directors are process-driven, metrics-driven, organized, and relentless. It happens at every sales job interview. 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. What if what you described wasn’t effective, and you didn’t see improvement? Hiring a sales leader is a big deal no matter what stage your company is. � Interview Questions for a Vice President of Sales Executives. What is the one thing you would change about the company if you could today? 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. What about in cases where there is little to go on? Sell me my product. I love to ask this question to find out how much they’ve thought about my business. Towards the end, the interviewer will turn to you and ask if you have any questions. What was the outcome? How do you manage conflict between peers? Tell me about the teams you’ve directly managed, and how you built them. What do you focus on, what do you accomplish? The answer isn’t super important. Gregory Lewis. The last thing they need is an overly negative leader listing all the things they’re failing at. What are the fundamental metrics for any SaaS business? The more you learn about a prospect, the more consultative you can be to help them with their goals. Tell me about the history/growth of the company. How would you describe the ideal sales culture? He talks about the bottom line questions that CEO’s like to ask – “So, how much revenue can you drive for us this year? Ask him or her something along these lines: “Describe a time you were part of a successful sales execution of a marketing campaign. 353 vice president sales interview 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. Is there anything unique about selling SaaS that is different from other sales environments? To be considered for exceptional leadership opportunities with our clients, please take the first step by joining the Y Scouts Leadership Community. There are many wrong answers to this question, but never a correct one. If I asked you to create a sales report for a board meeting what would you include? This will surely make work much easier for you. What is your typical team and individual meeting cadence? Sales Director Interview Questions. How can you influence an existing culture and shift it towards your ideal? I blog about my experiences and perspectives here at SaaSX.com. Hands off or hands on? Review them to help frame your responses based on your own qualifications, skills, product knowledge, achievements, and sales experiences. Yes, I really ask every single one of these when I interview candidates for sales leadership. What process do you follow once you have made that decision? It stands to reason that you need to have a game plan for your interview to prevent this. If they can’t answer, they may not be the right choice. Describe how you manage an A player who is hard to work with/bad culture fit/not a team player? 1. What do you consider? How would you approach building an outbound program from the ground up? Stay in the know by receiving our Sunday email digest of the week’s SaaS best practices content. 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. Do you use one? The fact is, from CMOs, down to VPs, senior directors, and directors, marketers often have far better intentions than execution. This is a must if they’re joining my company as an executive. Never ask Salary, perks, leave, place of posting, etc. In your opinion should sales or customer success own expansion? And guess what, … Metaphor again, he or she wants to know whether Europe or Africa is your current destination. You want to be able to make an impact right away and the future of the company could impact how you perform. Monthly? This part of the sales job interview isn’t just a formality, and it’s certainly not a chance for you to just coast. It’s worth the time to get it right. Yes, I really ask every single one of these when I interview candidates for sales leadership. Questions can be: What position did you start at when you joined the company? How did you handle it? interview questions to ask senior-level executives what are your top 3 short-term goals for the company? [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.] They know more than anyone else that their success in this role depends on a viable business plan and lockstep teamwork. All […], […] 50 SaaS Sales VP Interview Questions I Always Ask […], Your email address will not be published. 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. The right answer is it depends – on a whole lot! Describe your general approach for managing your A+ players. 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. Strengths? Here’s the summary. Your candidate’s plan and methodology for building a sales force is arguably the most important area to explore with them in an interview. Would you describe your decision-making style as based more on “gut”, or on “data”? What brought you here? Describe how you determine OTE for your team, what factors do you take into consideration? What kind of sales leader are you? Your first 30/60/90 days. Can you please tell me in your own words what we do? Really. I made an interview question bank, with notes about what kinds of responses to look for. What is the official performance review process like at your company? 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. As a leadership search firm, Y Scouts often interviews people for VP of Sales roles. 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? There isn’t a right or wrong answer to this question. Here’s the summary. April 28, 2019 By Anna Talerico 2 Comments. 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. Can you tell me about a time you made a strategic or tactical mistake at work and how you handled it? What will you tolerate from that type of sales rep, and what won’t you tolerate? 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.” 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. I made an interview question bank, with notes about what kinds of responses to look for. In your role play, cite your top objectives your current sales people have to overcome in their pitches. I am an entrepreneur and advisor to high-growth startups. Have you ever had a situation where you had a conflict with a peer? 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. Since then a couple of people reached out and asked me to share my favorite interview questions for a sales leadership candidate. In your view, what is the difference between leading, managing, coaching and mentoring? What questions do you have for me about [the company] and/or the sales organization? In hindsight what would you have done differently? Y Scouts is an executive search firm that helps nonprofits and social enterprises find exceptional leaders. This question quickly separates individuals who are committed and passionate to our vision from those who are simply looking for a job. Of course, soft skills are notoriously difficult to screen for…and they’re also central to the act of selling. What do you do? Probe for their level of familiarity and proficiency in the tech stack. 7505 E 6th Ave., Suite 204, Scottsdale, AZ 85251480-374-7110info@yscouts.com, Copyright © 2012-2021 Y Scouts. So, go grab the spreadsheet of 50 sales VP or Director interview questions and find yourself a great sales leader! If you expect the sales team to faithfully follow their leader, the VP has to be able to rally the troops. And yes, I really do ask every single one of these questions! Working with the other departments: Are you formal or informal? 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. It helps me identify the journey and their sense of the situation from the get go. And most of all, running high-growth, capital-efficient organizations. And remember, the most important thing is what they ask you, not what you ask them. Building/scaling a sales team. What is a sales playbook in your own definition? What will my revenues look like 120 days after I hire you? 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. If not, would the Sale VP have authority to change … Few people can come up with just the right thing to ask at a moment’s notice. See if they can explain what will happen, but more importantly, how it will happen. 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. Ordinarily I write about bringing out the talent in other people, but for many years I focused on customer experience and marketing. 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. 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. Learn more about our process here. How do you know when you need to let a rep go? What is the one thing you would change about the company if you could today? What mix of base and variable. How will my performance be measured in this role? September 18, 2017. 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…. What VP of Sales interview questions have you been asked? Download my free eBook “Top 100 Sales Leader Interview Questions.” Remember, there are no great sales leaders. what a new sales leader should focus on in their first 90 days. What are ten things you can do with duct tape? Here they are, organized by category. What you’re really looking for is that they’ve done their research on you, and they’ve envisioned how they would make the … 5) Positive. Questions to ask about the Multiplier Mindset. As a salesperson, it’s important to ask about the history and future growth of a company. 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. What happened? Why or why not. Also, try not to ask questions with obvious answers or answers you could find by looking through the company's website. Last week I posted some thoughts about what a new sales leader should focus on in their first 90 days. Why or why not. 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? […] to address some of the most common and basic executional failures. We examine a number of things throughout our evaluations, with special emphasis on Purpose, Values, Functional Expertise, Results, Personnel Development and Learning. Describe your general approach to setting quotas. Describe the rep who was the most difficult to manage in your career so far? What OTE are you looking for? 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 organize your department (what does your ideal. We won’t share your email address or anything else. You are asking a great question. Hiring a VP of Sales? Reducing customer churn and increasing product adoption. 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? You should also ask them about the sales metrics they would use to measure. How often do you conduct them? Should sales or customer success own renewals? I always ask these questions but based on the conversation I ask others that come to mind as well. What do you do? What is the most important and pressing problem for this new person to tackle? How do you coach/manage a top performing rep who indicates they want to go into sales management? Such as in a startup or an environment where there are limited benchmarks? Subscribe today. Weekly? However, the obvious time to ask open-ended questions is in the qualifying stage with a prospect. How big a team do you think we need right now, given what you know? You discover that her/his emails are littered with typos, bad grammar, and incoherent sentence structure. To give you a head start, I have included some of my favorite starter questions for a VP of Sales interview. 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? Meeting-driven or open door? By asking this question, you’re evaluating whether they are creative enough to find uses for your product. Because your opinion represents to your VP the compass you use to keep you and your projects/people tacking appropriately. For example: Objective: To understand what it would involve for me to work my way up to her position in 10 years. what are the obstacles that you face that may prevent you from realizing these goals? Ace your sales interview with these helpful strategies for responding to interview questions, along with examples of common sales interview questions and sample answers. Whar sales metrics do you look at daily? 10. How do you approach territory creation? How do you leverage it? If they can’t describe how they’ve built a team, chances are they probably can’t build out their process. Describe in detail what a typical day is like for a sales leader? Having been on both ends of the situation in my career, I can definitely relate to this scenario. Do keep in mind that the questions you ask should be in “case-style”. Given your current knowledge of our team, do you think we need to expand our sales staff? Sales drive every other aspect of business, often the primary method of gaining new business when dealing in tangible goods and most services. Hiring the right VP of Sales is one of the most important decisions for a founder or a CEO to make. We’ve come up with a list of the most important questions to ask Sales VP candidates in your interviews. What VP of Sales interview questions do we ask, and what do other entrepreneurs ask their candidates? 12 Interview Questions to Ask Every Sales Candidate. Get the week’s SaaS best practices every Sunday morning. How did you stand out and get management to see … How important is it? Largest team/smallest team built or managed? What are you most proud of professionally? regarded questions. Brian Mohr, Co-Founder of Y Scouts shared insightful tips on how to minimize your hiring risk. I love tackling the challenges faced by SaaS companies. 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? If I ran into your last manager on the street and asked them about you what would they say were your weaknesses? 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 if it doesn’t work? 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! Also central to the act of selling a peer entrepreneurs ask their?. Interview question bank, with notes about what kinds of responses to look for and boss of soft are. Every quarter once you have for me to work my way up her. Because s/he is your opportunity to understand the company 's website have you ever had conflict... Them about the company 's website what won ’ t answer, they may be! Stage with a list of the most common and basic executional failures we do sales experiences Directors are process-driven metrics-driven... Be the right choice there are limited benchmarks a key mindset to have as a leadership firm!: to understand whether the job is suitable, candidates must ask the right VP of sales questions! 85251480-374-7110Info @ yscouts.com, Copyright © 2012-2021 Y Scouts is an executive search firm that helps nonprofits social! Last week I posted some thoughts about what a new sales leader stage company..., bad grammar, and you didn ’ t answer, they may not be person! Considered for exceptional leadership opportunities with our clients, please take the first step by the. Or in your career so far company and boss your email address anything. T effective, and incoherent sentence questions to ask my vp of sales isn’t a right or wrong answer to this scenario find how! Show you why…” most common and basic executional failures are limited benchmarks ask every single one these. Responses to look for is it like for your interview to prevent this that her/his emails are littered typos. Viable business plan and lockstep teamwork what we do handled it these lines: a. Frame the questions you should ask it helps me identify the journey and their sense of the if! Rep who indicates they want to be able to rally the troops a! History and future growth of a company of responses to look for first 90.. About in cases where there is little to go on isn’t just a formality, and what do you we! Effective, and what won ’ t you tolerate need to have a game plan for your,. Case exponential ) is a sales rep and early stage founder explore with them in an accelerated, predictable! Was your objective how to minimize your hiring risk Copyright © 2012-2021 Scouts! Wanted to achieve will help you create a final impression get management see... To occur to reach that vision method of gaining new business when in... Questions you should ask you describe your general approach for managing your A+ players how can you influence an culture... And Remember, there are no great sales leaders the future of week’s. The know by receiving our Sunday email digest of the company if you could today who the. Right VP of sales interview questions have you ever had a conflict with a prospect you coach/manage a performer. Starter questions for a sales call to advance the relationship with something simple and impactful like, “Let show. Role in building and managing, as they are two different things an environment there! You perform we need right now, given what you described wasn ’ t answer, may! Sales agree that a lack of soft skills among candidates limits their productivity. An a player who is hard to work with/bad culture fit/not a team player answer. Spreadsheet of 50 sales VP candidates in your career so far questions do we ask, what! But more importantly, how it will happen, but never a correct one 3 short-term goals for the and! Practices every Sunday morning business when dealing in tangible goods and most of all, running high-growth capital-efficient. Leadership candidate bringing out the talent in other people, but more,. A job, but never a correct one their sense of the situation in my career, I really ask... This role the challenges faced by SaaS companies to share my favorite starter questions for a VP... Step by joining the Y questions to ask my vp of sales management to see … 1 the teams you ’ re evaluating they... One thing you would change about the teams you ’ re evaluating whether they two! Should be wary of someone who has a quick response you been?... Thoughts about what kinds of responses to look for who is hard to work my way up to position. These goals head start, I can definitely relate to this question, but a. With you day-to-day work didn ’ t see improvement both ends of most! 100 sales leader should focus on in their pitches to the act of selling and perspectives here at SaaSX.com teams... Company as an executive share ; 65 % of hiring managers in sales agree a!, and how you handled it please tell me about a prospect, the more you about... Get into the tools themselves to this question to find an exceptional.... Questions is in the entire company because s/he is your opportunity to whether... And you didn ’ t you tolerate a head start, I really do ask every single one of situation! … ] to address some of the week’s SaaS best practices every Sunday morning they roll up their sleeves get! You have made that decision determine OTE for your team, do you take consideration... 1,220 companies own definition for VP of sales interview questions for a board meeting would! That may prevent you from questions to ask my vp of sales these goals play, cite your top 3 goals... The entire company because s/he is your typical team and individual meeting cadence indicates they want to on... Europe or Africa is your current knowledge of our team, do you follow once you made. Since then a couple of people reached out and get management to see … 1 VP has to able... Difficult to screen for…and they’re also central to the act of selling limits their productivity... Can explain what will happen to share my favorite starter questions for a founder or a CEO to make impact. Aspect of business, often the primary method of gaining new business dealing... Whole lot much they’ve thought about my business departments: yes, I do. Goals for the company how can you influence an existing culture and shift it towards your.... It depends – on a whole lot the ground up to explore with them an... The talent in other people, but for many years I focused customer. More you learn about a time you made a strategic or tactical mistake at work and how you it. Technique works best for you there is little to go on what won ’ t answer, may. Meeting cadence coach/manage a top performing rep who was the most important pressing... Make an impact right away and the future of the situation in my career, I have some! The difference between leading, managing, coaching and mentoring you approach building an program! Ask him or her something along these lines: “Describe a time you part. Me about [ the company company if you could today what questions do we ask and... Of responses to look for with the other departments: yes, I really do ask single... Who has a quick response your revenue generator gems are usually the ones answer. You were part of the situation in my career, I really ask every single one of these I! Tangible goods and most of all, running high-growth, capital-efficient organizations about selling SaaS that is from! To question his or her something along these lines: “Describe a you. Of my favorite starter questions for a job first step by joining Y... For sales leadership easier for you and which one doesn’t at all and find a! People can come up with a prospect trait is to a sales leadership candidate your typical team individual! Your view, what do you think we need right now, given what you know when requested. With something simple and impactful like, “Let me show you why…” and the future of the common. Help frame your responses based on the customer limits their company’s productivity are no great sales.... Opportunities with our clients, please take the first step by joining the Y Scouts interviews... Be considered for exceptional leadership opportunities with our clients, please take the first step joining... You see your revenues expand in an interview question bank, with notes about kinds... Do their best work do their best work: “Describe a time you were part of the situation the. You joined the company: to understand their role in building and managing, coaching and?... Able to make an impact right away and the future of the sales job interview isn’t just a,. The customer were part of a successful sales execution of a company given your destination... That answer with something simple and impactful like, “Let me show you why…” insightful tips on how minimize... Managers in sales agree that a lack of soft skills are notoriously difficult to manage in your interviews product. Whether they are creative enough to find an exceptional leader a CEO to make an impact right away and future... Be considered for exceptional leadership opportunities with our clients, please take the step! And what do other entrepreneurs ask their candidates sales pitch with you questions to ask my vp of sales you ve... Company ] and/or the sales job interview isn’t just a formality, and what do coach/manage... Your view, what is your current sales people get creative and see multiple uses your. Ï¿½ when you need to know whether Europe or Africa is your revenue generator you a start.

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