INTERVIEW QUESTIONS FOR SALES MANAGERS
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- Claire Stephens
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1 INTERVIEW QUESTIONS FOR SALES MANAGERS
2 HEAD, HEART, SKILL 1. STRONG CHARACTER I try to get their story to help me determine if they ve faced rejection or have been stepped on and kicked, and got back up. Tell me about the most difficult customer you had to win over and how you did it. Tell me your most difficult life situation that you ve had to overcome? What s worst thing you ve done and gotten away with? What drives you, what motivates them and where does that come from? I want to know the true person. If I don t feel like they let me in, I put the resume and everything else away and I say. I need to know YOU, not just what you think I want to hear. There something about you I m missing. What is your story? This question tends to get amazing life stories. That is what matters most to me. 2. PASSION FOR OUR COMPANY (NOT JUST ANOTHER JOB) Why our company? What is it about our company that interests you so much? What have you done to prepare for this interview? Who have you spoken to?
3 3. WORK ETHIC/TIME MANAGEMENT/HUNGRY What does work ethic mean to you? When does your day start and end now. What s your breaking point for nights worked? How do you plan your day now? When was your first job (ever)? How old were you? Are you satisfied with what you have accomplished in your life so far? Where do you see yourself in three years? What are your biggest personal goals? career goals? Would you consider yourself a reader? What kinds of things do you like to read? What was the last book you have read? What are you reading now? How do you make sure that you follow-up on your assignments? Do you have a system? How do you typically prepare for meetings? How well did you do in school? If you had to do it over again, how would you have done it differently? What do you wish they had taught you in school that they didn t? Do you consider yourself a smart person? If so, why? What s your general approach to problem-solving? How would you describe your learning style? What are some of your interests outside of work? 4. HUMILITY/HUMBLE Why you? What are you the best at? What s something you wish you could say about yourself but can t right now...i wish I was. What s the best piece of advice you ever received? How do you feel about this opportunity? What work experiences have you had that prepare you to be successful in this position? What do you see as your three greatest strengths? What do you think is your biggest weakness? How do you learn best? How would you describe your learning style? You ve obviously accomplished a great deal. To what do you attribute that success? We all make mistakes. When you discover that you have made one, how do you handle it?
4 5. COACHABILITY Tell me about a time a manager came to you with feedback and you disagreed. What was it and how did you handle it? How would your current manager say you need to get better? How do you feel you need to get better? What s best piece of advice you ever received? 6. CONFIDENCE What s the biggest misconception people have of you? What s most important to you, you ego or your wallet? What makes you who you are today? How do you perceive yourself? Finish the sentence. I am someone who... I doubt you. How does that make you feel? Tell me about your favorite manager? Why? 7. ABILITY TO CONNECT Observation on how they attempt to connect with me. Who is your closest customer to where we are now? Tell me about them. Personally. Now pick another. Who s your main point of contact? Tell me about them. How would your customers describe you? 8. COMMUNICATION SKILLS (ALSO CREATIVITY) Give me a time when you persuaded others to adopt your idea. Give me proof if your persuasiveness What s the most creative thing you ve done to win over a customer 9. ATTITUDE I simply look for excuses of any kind, words like unfair, bashing of former employers and blaming them for performance, etc. 10. ABILITY TO WORK IN A TEAM AND MULTITASKING Tell me about a time that you had a disagreement with a colleague. How did you handle it? You were on lots of teams in college, what role did you play? Tell me about a time at work when you had very conflicting priorities, tell the story and how did you deal?
5 11. ABILITY/CAPACITY TO LEARN THE KNOWLEDGE NEEDED (BASICALLY, INTELLIGENCE LEVEL)/KNOWLEDGE OF FOUNDATIONS What s our company s newest product/service? Tell me about. Analyze our comany. What are pros and cons? 12. FORMER SALES EXPERIENCE OF ANY KIND (COULD ARGUE ANYTHING IS) How did you rank? Why not number 1? What was different between you and number 1? Sell me on it. 13. HONESTY Do you think that telling a white lie is ever justified for the greater good? If things go wrong with a project, what obligation if any do you feel compelled to share with your boss? If someone else has wronged you in some way, how do you deal with the situation? Can you tell me about a recent situation where you had to share bad news with someone? How did you handle it? Have you ever been in a situation where you had to make good on a commitment that you wished you hadn t made? I ALSO ASK: Do you have planned vacation over the next 6 months? (so I can plan for that, if so) I ask What questions do you have for me? This is actually VERY important to me as if they have none; it shows me they don t really want it. If they ask me the basic questions that everyone else does, I am not impressed. However, if they ask something different, it s an opportunity to end very well. I then tell them that the interview is just like a sales call, what happens afterwards is equally important. I look for great follow-up. If I like them, I may text them a question later and see how long they take to get back to me.
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