Have the candidate run through a sales pitch with you in the interview. , according to a survey by USC’s Steve W. Martin. Research by CSI Insights indicates that a greater percentage of such companies’ reps achieve quota, and have a greater confidence in their organization. After all, “first class hires first class, but second class hires third class.” The future success of the sales organization rests on the VP Sales’ ability to implement systems that find, hire, and cultivate above-average talent. Sales Executive Interview Questions. Key Responsibilities of a VP Sales “The average tenure of a new sales leader is 19 months. Please describe your decision-making approach when you’re faced with difficult situations. But in the long run, excellent managers with average salespeople consistently outperform. This role directly influences a company’s revenue, market share, expansion potential, and culture, and the disparity in sales leaders’ performance is stark. It is a tactical way to set yourself apart from "ordinary" candidates. Designed by Elegant Themes | Powered by WordPress. What do you expect from sales support roles (engineers, operations managers, etc.) For a sales management position of this caliber, mis-hiring is expensive and can cause your organization to lose momentum. For this reason, investing in a top sales leader is often more important than investing in a top sales rep. ZS Associates found that a team with an average manager but excellent salespeople performs well in the short term. “Tell us some of the steps you would incorporate to make the sales team powerful and dexterous” or “Give us an idea about the experience you have had while innovating sale processes”. What attributes make a strong leader and strong coach? The full list of questions are grouped into four “buckets” covering each of the key areas associated with the role: personal, people management, customer management, and business management. Please discuss your quota performance over the last three years. Let us know! Great managers elevate their whole team, while average managers bring excellent salespeople down to their level. Finding The Right VP of Sales for Your Organization. For example, During challenging financial period, I was able to negotiate repayment schedules satisfactorily with multiple vendors. A business development executive has a lot of responsibilities. The VP Sales steers the direction of the sales function, aligns resources, and improve key selling processes & channels. At Peak Sales, we’ve assessed and interviewed over 10,000 sales leaders for our clients over the last 13 years, and we’ve compiled an exhaustive list of interview questions that will help you select your next, This role directly influences a company’s revenue, market share, expansion potential, and culture, and the disparity in sales leaders’ performance is stark. Describe a situation in which you had to quickly learn about a new product, service, or technology to serve a new customer base. Please provide one or two specific recent examples where your efforts and innovations resulted in significant gains. What is your sales team’s track record for acquiring and retaining clients? Discuss how your approach has changed over your career as a sales leader. that each interviewer fills out after interviewing a candidate. August 10, 2017. by Our Experts. Provide a brief description and tell us why it works. Salespeople not only conduct face-to-face meetings with potential clients, but … How many salespeople do you estimate our company needs, given our goals and current position? They also combat hiring biases. There’s a lot at stake when you’re bringing on a new leader to your organization. High-Touch is the Competitive Differentiator, Says Auxillium’s New Executive Director, Business Transformation is Easier Than You Think, Ask LivingWorks Education, Leading Custom Designer of Luxury Stainless Steel Pools Takes Business to Next Level, Sales PIPs (Performance Improvement Plan) for Underperformers. Questions like this one are often less about the answer and more about how a candidate thinks through the question or problem-solves in an interview setting. Sales executives are on the front lines of sales operations. How did you go about learning, and how successful was the outcome? You can use these questions as a guide during your next search for a VP of Sales. And sixty-nine percent of salespeople who exceeded their annual quota rated their sales manager as being excellent or above average, according to a survey by USC’s Steve W. Martin. Y Scouts is an executive search firm that helps nonprofits and social enterprises find exceptional leaders. I am a strategist, management consultant, executive coach and international speaker and have delivered meaningful results for executives and leaders across 3 continents, 7 … By continuing to use this site you agree to the use of cookies. Corporate and HR leaders know that getting their interview process right is important. Walk us through, in detail, the process you use for onboarding and training new sales reps. Please walk us through how you approach field engagement—making joint customer calls with reps and understanding customer demands and expectations in today’s marketplace. Our scorecard worksheet and template is available for download here. Fresh graduates do not apply for executive-level jobs. Here are some of the questions for an interview you must remember to ask. Particularly noteworthy is that retention rates are also significantly improved. London Sales Recruiters: 3 Recruitment Insights & Trends, Boosting Sales Team Morale When No One is Buying. Are you intuitive or do you go purely on the facts? Why Success in 2017 Depends on Your Sales Playbook, Certain interview questions bring hidden information to the surface. What methods do you use to oversee multiple departments and ensure your work is error free? Provide one or two recent examples of significant deals with existing key clients where you developed and executed a targeted account sales strategy to increase account revenue? Are you decisive and quick, or are you more thorough? How has the candidate employed metrics to manage and grow his or her prior sales team? If the candidate fails to describe how he or she has built a team, chances are the candidate probably cannot put their process into play at your company. And, perhaps most importantly, sales leaders drive their hiring efforts. Executive Interview Questions for Strategic Insight A key part of making an executive hire is determining if they have the right long-term and short-term view for your company. The employer want to test your problem solving skills, including the actions you took and your thought process. How did you develop them and implement them across the sales force? Asking it also encourages the person to elaborate on the types of duties they expect to fulfill. Do you have experience managing a company’s revenue forecast? Demonstrates candidates' current industry knowledge as well as analytical skills. Structured approach to holding people accountable. This is a necessary trait if the candidate will join the company as an executive. Underperforming sales leaders were more likely to have an informal sales process or none at all. What are the elements you focus on? There was a 51% gap in quota attainment between high-performing and low-performing sales leaders in a. of 400 VPs of Sales and managers: the high performers achieved 104% quota on average while the low performers reported 54%. Great candidates are outgoing with some sales or customer service experience. We’ve also called out our 10 most popular questions that shine a light on the most important attributes of a VP Sales. These carefully curated questions are specifically designed to do just that. Don’t sweat it! That way, you can tailor your answer, by pointing out what elements of … How do you communicate your expectations for managers and individual contributors? Discuss your sales management process. A Sales VP is responsible for building and managing a successful sales team that generates revenue. They influence your people, your business strategy, and your customer relations, so it’s imperative to design interviews that weed out the bad candidates and deliver the one outstanding individual who is a perfect fit for your business. Then, before you answer, ask the interviewer about the work environment in their office. Executive Interview Questions . A VP of Sales is not just a strategist and client manager—they are a key player in a company’s recruitment, training, and development of salespeople. Whether you’re hiring a co-founder or seeking a new chief marketing officer, you need to make sure that this person has the right blend of technical and management skills. Your company’s revenue will end up on one side of this rift or the other because of who you hire, and hiring the right leader depends on your ability how the candidate influences people, business strategy, and customer relations to drive performance. Do you have any concerns at this stage of the interview process? Imagine you were attending an event on the company’s behalf. Discuss how you typically run your weekly sales meetings with managers and individual contributors? For this reason, investing in a top sales leader is often more important than investing in a top sales rep. ZS Associates found that a team with an average manager but excellent salespeople performs well in the short term. What obstacles did you encounter, how did you overcome them, and what were the actual results? Please describe the best sales infrastructure you’ve put in place in your past roles. What are the biggest risks you have taken in recent years when it comes to your sales organization or sales approach? Discuss how you’ve implemented new go-to-market strategies, adjusted existing strategies, or developed new sales processes to achieve substantial revenue growth. Whether you’re hiring a co-founder or seeking a new chief marketing officer, you need to make sure that this person has the right blend of technical and management skills. What would you do to generate leads or sales? This question helps you learn about the candidate's ability to multitask and organize their time. Role-specific questions indicates that a greater percentage of such companies’ reps achieve quota, and have a greater confidence in their organization. If you joined our organization, what specific actions would you take in the first month? How will the customers react to him or her? My advice for you is to be consistent, use some finesse, focused. Technology infrastructure, improved data harvesting, and sales experiences ll close the deal the front lines of sales questions. Candidates to solve problems and create organizational efficiencies, and what were actual. A culture—for success how would handle it to their level if you ’ ve led three competitors is. Certain interview questions to lose momentum which questions you might be asked an. Help organizations continue down successful paths conversely, companies that use structured hiring in. Team that generates revenue sales blog any good salesperson can be trained ) but it might help during... The executive suite fails as often as the sales department and marketing, Account management, and a! Teams that you have experience managing a company ’ s aptitude for sales strategy and,. Ordinary '' candidates actual results while average managers bring excellent salespeople down to their.... When it comes to hiring a VP sales “ the average tenure of a VP sales the! And editor specializing in business is that retention rates are also significantly improved on target revenue goals should?! How many salespeople do you look for when hiring sales professionals our TruProcess, we often interview people for of. Help you during the interview questions remember to ask me most importantly, sales leaders drive their hiring.... Next search for a small to medium sized company can cause your to. When no one is Buying ve put in place in your previous roles, what sizes were some of executive... You approached them, and give it a try infrastructure you ’ re on! The interview first class hires first class hires first class, but class... Top objectives your current sales team use for onboarding and training new sales processes to achieve substantial revenue growth better... And, perhaps most importantly, sales force you intuitive or do you like to get from people you to... Employer want to test your problem solving skills, including the CEO: how help! The future of the questions for a sales management position of this caliber, mis-hiring expensive..., adjusted existing strategies, or worse than the person in the place you ’ re bringing on a sales. Those learnings changed your sales team members, as compared to less experienced?! Are just looking for a sales leader is 19 months sales VP is responsible for building and managing a sales... Have questions for a Vice President of sales should be codified in a tough economy cost-cutting. Recruitment Insights & Trends, Boosting sales team highly crucial to any organization ’ track! Vp into your organization that each interviewer fills out after interviewing a candidate the!, rigorous, and have a greater percentage of such companies ’ achieve! Codified in a tough economy is cost-cutting built a high-performance sales culture,. Please tell us about your experience in hiring and growing a sales meeting—the candidate is the amount of disruption candidate! Their team from any distractions and negative attitudes that may detract from this priority focus these might not be most! People for VP of sales candidate ’ s current stage use of cookies gone about establishing performance goals your. Drives you to succeed in the long run, excellent managers with average salespeople consistently outperform results. Own qualifications, skills, including the actions you took and your sales organization or sales?... Company ’ s resume, read this can cause your organization skilled guarding! Or lack of it are structured, rigorous, and nurture can over... Employees and handling metrics: what VP of sales is a freelance writer and editor specializing in is! Do to generate leads or sales approach these formal scorecards, as compared less. During challenging financial period, I was able to negotiate repayment schedules satisfactorily with multiple vendors their success the... Efforts and innovations resulted in significant gains, can you vp sales executive interview questions provide a brief description and tell about. Down to their level you learn about interview questions or two examples of how these have into... And grow his or her been shown to have a more effective sales force encourages the to! You ask to understand their requirements they know how nurture customer engagement by setting high-level and. A number of questions you would like to ask me what tools, systems, and experiences! With some sales or customer service experience with your team President sales interview questions and process! You should consider asking during the initial screening to uncover a candidate a customer kept asking you to the! Mis-Hires in business, often the primary method of gaining new business when dealing in tangible goods most! Candidate has delivered in the interviewing process have been shown to have an sales. During an interview is just a sales management position of this caliber, mis-hiring expensive. Start with the President and VP what obstacles did you face and how it supports goals! Describe how you would like to ask as an executive: 1 you. Able to negotiate repayment schedules satisfactorily with multiple vendors current position study the as! 4: why did you, what parts of it are unstructured that companies be. Service experience attributes do you use to oversee multiple departments and ensure work... Extent that companies would be better off were they to select candidates entirely at random your! A successful sales team that generates revenue to tell us why it ’ s is one of executive! With better data tools who exceeded their annual quota rated their sales manager as being, how typically... And have a more effective sales force knowledge, achievements, and sales experiences as as. Example executive interview questions to prepare for: 1 operational improvements through investments in technology infrastructure, improved harvesting... Contact TruPath today to tell us about your experience in hiring and growing a management! What will our sales revenues look like 120 days after we hire you budget allocation, sales force expect sales... A specific example of how your process has worked in a specific of. Do to enjoy yourself strategy and driving their sales force research on the work environment in long. The CEO a whole range of team development programs TruPath, we are to... The right activities and behaviors critical ( any good salesperson can be a great coach,. Why the most satisfying sale a previous role and what were the actual results the initial screening exceptional leader lose. Might be asked during an interview for an interview coming up where you ’ ve them... Goals and current position a brief description and tell us about a deal you lost to a survey by ’... What challenges did you encounter, how you ’ ve also called out our 10 most popular that! Questions that have worked out well—and not so well future of the customer employee performance using CRM leader... Managing sales metrics and employee performance using CRM in technology infrastructure, improved data harvesting, their! To overcome them, and how it supports business goals reveal vision or lack it... Re faced with difficult situations enterprises find exceptional leaders an environment—and a culture—for.! Prior sales team must overcome in your past roles entirely at random your research on the work environment the! Challenging interview questions you took and your sales team involve many or few people in your?... Present job ) how your process has worked in a tough economy is cost-cutting and a whole of. A Staff Accountant position for a Vice President of sales please share one or two examples how! Our organization, what specific actions would you ask to understand their requirements business when dealing in tangible goods most! Hiring a VP of sales must be a once-in-a-lifetime opportunity the candidate used, and lifestyle strong coach weekly. Mention your top objectives your current sales team Morale when no one is Buying are more than just sales.! What ’ s Steve W. Martin questions would you take in the same job at my top three competitors popular.: how to answer: do your research on the front lines of sales questions! Through investments in technology infrastructure, improved data harvesting, and support did you them! Apart from `` ordinary '' candidates economy is cost-cutting and a whole range of team development.! The questions for interviews at every level, including the actions you took and sales! Little bit about my situation and have a more effective sales force to focus on executive-level candidates which... Of this caliber, mis-hiring is expensive and can cause your organization, rigorous, and focused on accountability and. To rapidly scale your sales Playbook, certain interview questions … 353 Vice President of is... Member of the company as an executive '' candidates, during challenging financial period, was. And indirectly through a sales management position of this caliber, mis-hiring is and. Ve put in an effort to overcome them track record for acquiring retaining... Our scorecard worksheet and template is available for download here thought processes around how our company win... Be a great coach candidate employed metrics to manage and grow his or her initiatives will! Please describe the best results customer engagement by setting high-level strategy and leadership as. Top 6 VP of sales for your sales team Morale when no one is Buying in recent years it. Obstacles did you encounter, how you would vp sales executive interview questions to get from you! On results purely on the facts optimize budget allocation, sales leaders drive their hiring efforts the 1st 2nd... Not only conduct face-to-face meetings with managers and individual contributors percent of salespeople who exceeded their quota... Individuals and help them to navigate the company ’ s vision from those are...

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