Question Overview: Look for a candidate who is excited about the job and the company. You want someone who is motivated to work hard and is willing to learn. You want someone who is willing to take on the challenge of a new role.
Sample Answer: I think this job is a great opportunity for me. I am really excited about the challenge of this role and I am looking forward to learning more about your company.
Question Overview: Look for a candidate who has a history of learning new skills and taking on new challenges. See if they have a history of taking on leadership roles and responsibilities. You want to hire someone who is willing to learn and grow with the company.
Sample Answer: I have always been a fast learner and have taken on new challenges throughout my career. I have also grown as a leader by taking on new responsibilities.
Question Overview: Look for an answer that shows the candidate is willing to work with others and is flexible. You want to hire a regional sales manager who can work with different personalities and styles. You want someone who can be persuasive and influence others.
Sample Answer: I would sit down with the contractor and discuss the direction I am asking them to go. I would explain why it is important for the company and their role. I would also ask them what they think about the direction.
Question Overview: Look for a candidate who is able to show how they have increased market share in their previous role. They should be able to provide specific examples of how they were able to achieve this. If they are able to show a history of success, then you can feel confident that they will be able to do the same for your company.
Sample Answer: I like to use a consultative approach where I meet with my clients and ask them what they need. I then work with them to create a solution that will help them achieve their goals.
Question Overview: Look for a candidate who is open to learning from both experiences. See if they can explain how they learned from each experience and what they would do differently if they could.
Sample Answer: My best boss was very supportive. He was always there when I needed him and was always willing to help me learn. My worst boss was very negative and critical. He didn't like to help me learn and I felt like he didn't have my back.
Question Overview: Listen for the applicant's definition of a good salesperson. Are they willing to work hard? Are they motivated? Do they have a good attitude? Do they have a strong work ethic? Do they have a positive outlook? Are they coachable? Do they have the ability to learn new skills and adapt to new situations?
Sample Answer: A good salesperson is someone who is motivated, coachable, and has a strong work ethic.
Question Overview: Look for a candidate who is confident in their ability to bring in new clients. You want someone who can bring in new business, but you also want someone who is realistic. If they are too confident, they could be over-promising and under-delivering. If they are too modest, they may not be able to meet their quota.
Sample Answer: I have always been able to bring in new clients and I am confident that I can do the same for your company.
Question Overview: Listen for the candidate's genuine interest in the company. Look for someone who is excited about the company's products or services. See if they have done their research and can speak to the company's history and future. A candidate who is interested in the company will be more likely to be successful in the role.
Sample Answer: I have always been a fan of your products. I love that you are a family-run business and that you are committed to your customers.
Question Overview: Listen for the reasons why the candidate left their last position. If they left because they were not happy, then you want to know why. If they left because they were unhappy with their compensation, then you want to know why. If they left because they were not challenged, then you want to know why. If they left because they did not like their manager, then you want to know why.
Sample Answer: I was not happy with my compensation and wanted to find a company that offered a better salary.
Question Overview: Look for an answer that shows the candidate is fair and consistent. You want to hire someone who is able to identify poor performance and take action to correct it. You want a candidate who has experience with coaching and developing sales reps. If they have been a sales manager, they should have experience with this.
Sample Answer: I have a very open-door policy with my team. I like to listen to their concerns and work together to find solutions.
Question Overview: Listen for the candidate to talk about their experience in sales, management and leadership. They should be able to talk about their experience with sales tools and processes. They should also be able to talk about their experience with managing a team.
Sample Answer: I have been a successful sales rep for the past five years. I have also been a manager for the past two years.
Question Overview: Look for an answer that shows the candidate is active on LinkedIn. See if they have a lot of connections and are active in groups. If they have less than 500 connections, ask why. You want to hire someone who is active on social media and has a large network.
Sample Answer: I am not very active on LinkedIn. I am more active on Twitter and Facebook.
Question Overview: Listen for a description of someone who is a good listener, who is able to manage and motivate others, and who is able to set the right goals and expectations. You want to hire someone who is a good coach and who can help others achieve their goals.
Sample Answer: I am a good listener and I enjoy helping others achieve their goals.
Question Overview: Listen for specific accounts and how they would approach them. Look for a candidate who is willing to go the extra mile to get new business. They should be able to provide examples of how they have gone above and beyond to get new business.
Sample Answer: I would start by calling my current clients and asking them if they know anyone else who needs our services. I would also reach out to my network of contacts and ask them if they know anyone who could use our services.
Question Overview: Listen for specifics about how the candidate would handle this role. See if they talk about how they would be more effective than their last manager. Look for a candidate who is confident in their abilities and willing to take on the role of a sales manager.
Sample Answer: I would be more organized and have a better understanding of the market. I would also be more flexible and willing to change my approach to fit the situation.
Question Overview: Listen for how the candidate prioritizes their time. If they are a sales manager, they should be able to explain how they manage their time to ensure that they are meeting their sales goals. If they are a sales rep, they should be able to explain how they manage their time to ensure that they are meeting their quota.
Sample Answer: I always make sure I have a plan for the day and week ahead. I also make sure I have time for my family and friends.
Question Overview: Look for an answer that is specific and quantifiable. You want to hire someone who has a track record of success. If they were a sales manager, or senior sales rep, in their previous role, then they should have experience managing other sales reps. Look for defined experience and know-how around what it takes to be successful in sales. Work ethic, motivation and coachability are all critical.
Sample Answer: I measure my success by the number of new clients I bring in each month.
Question Overview: Listen for examples of how the candidate handled a difficult situation. Did they take responsibility for the problem? Did they try to fix it? Did they offer a solution? Did they make the customer happy? Did they learn from the experience?
Sample Answer: I had a customer who was upset about a product that was damaged in shipping. I took responsibility for the problem and offered to replace it.