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

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