Tell us about a deal you lost to a competitor in a previous role and what happened. All Rights Reserved. All the latest insights on sales and sales hiring, .blogheadersmall{font-family:'ProximaNova',sans-serif;color:#fff;margin-top:0;text-transform:uppercase;font-size:17px;letter-spacing:2px;line-height:1.1em;margin:0 0 20px 0;font-weight:inherit;font-style:normal}.blogheaderbig{margin-bottom:0;position:relative;font-size:42.5px!important;color:#fff;font-family:'ProximaNova-light',sans-serif;font-weight:600!important;margin-top:0!important;line-height:1.2;margin:0 0 0 0;font-weight:inherit;text-transform:inherit;font-style:normal}.blog-underline{position:relative;content:"";border-bottom:3px solid #6eba57;left:0;top:10px;width:125px}. Here are some of the questions for an interview you must remember to ask. If you’re curious what to look for in a VP of Sales candidate’s resume, read this. Please share one or two examples of difficult decisions you’ve made, how you approached them, and what the results wore. , while average managers bring excellent salespeople down to their level. Question 4: Why did you leave your last job (why do you want to leave your present job)? The best candidates are more than just sales experts. Describe how you would involve marketing with your team for lead generation, at our company’s current stage. Your new VP of Sales should be comfortable managing sales metrics and employee performance using CRM. When developing an interview questionnaire, the first task is to create a set of mandatory hiring criteria: the qualities, attributes, abilities, and experience that a candidate must demonstrate in order to be considered for the position. Do you have any questions you would like to ask me? Why are you interested in our company? Let us know! How did you, What characteristics do you look for when you’re hiring sales professionals in our. How did you go about learning, and how successful was the outcome? Research by CSI Insights indicates that a greater percentage of such companies’ reps achieve quota, and have a greater confidence in their organization. This is one of the most important question in an executive-level interview, since your ability to deal with it reflects your readiness for the job. But, these are a few of the most difficult interview questions to prepare for: 1. And they implement a strict sales process and hold their team accountable to it; according to Martin, 43% of high-performing sales managers use a closely monitored, strictly enforced, or automated sales process, compared to just 29% of underperforming sales managers. Salespeople not only conduct face-to-face meetings with potential clients, but … Please share examples of results from past teams. Alignment between the Sales department and Marketing, Account Management, and Customer Success is highly crucial to any organization’s success. Excellent sales leaders are self-disciplined and fixated on target revenue goals. Your next VP of Sales is a crucial hire. What skills are you lacking? What are some major challenges in the future of the industry? Can you provide one or two recent examples of significant deals with existing key clients where you developed and executed a sales strategy to increase account revenue? Interview Questions for a VP Sales. What do you expect from sales support roles (engineers, operations managers, etc.) For example, During challenging financial period, I was able to negotiate repayment schedules satisfactorily with multiple vendors. They also represent the needs of the customer to the rest of the company, directly and indirectly. Please provide one or two specific recent examples where your efforts and innovations resulted in significant gains. That’s why we have compiled a comprehensive list of the top 6 VP of Sales interview questions. Performance of the employees and handling metrics: Sales drive every other aspect of business, often the primary method of gaining new business when dealing in tangible goods and most services. This role directly influences a company’s revenue, market share, expansion potential, and culture, and the disparity in sales leaders’ performance is stark. Industry leading VP of Sales drives financial results through their understanding of their customer segments and their ability to connect with them today and into the future. What VP of Sales interview questions have you asked, or been asked? Got an interview coming up where you’re applying for the role of a Vice President? Talk to us about the way you approach designing and executing a sales strategy, providing examples of your most recent strategy and the impact it had on the company. How did you go about implementing this? Key Responsibilities of a VP Sales “The average tenure of a new sales leader is 19 months. I met with the controller for the 1st & 2nd interview. These questions test the candidate’s aptitude for sales strategy and leadership, as well as their focus on results. Developing a sales process and ensuring that it’s executed appropriately, Helping the sales force to make use of tools, customer data, and research, Managing rep performance and ensuring that it is aligned with company direction, Setting high-level sales strategy to drive revenue. How will the customers react to him or her? A business development executive has a lot of responsibilities. You can use these questions as a guide during your next search for a VP of Sales. Thinking about your own extended network, who do you currently know that would be interested in joining you in our company’s sales department, right now? I am a strategist, management consultant, executive coach and international speaker and have delivered meaningful results for executives and leaders across 3 continents, 7 … And sixty-nine percent of salespeople who exceeded their annual quota rated their sales manager as being. Natalie Burg is a freelance writer and editor specializing in business, development, innovation, and lifestyle. An increasingly important executive competency sought after in a tough economy is cost-cutting. indicates that a greater percentage of such companies’ reps achieve quota, and have a greater confidence in their organization. Structured approach to holding people accountable. 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. These questions are designed to uncover a candidate’s values, behaviors, and character traits away from the office. Please share a past  example of how these have come into play in relationships with your team. Key Responsibilities of a VP Sales “The average tenure of a new sales leader is 19 months. How has the candidate employed metrics to manage and grow his or her prior sales team? 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. Demonstrates candidates' current industry knowledge as well as analytical skills. 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. These might not be the most challenging interview questions asked for management positions. When you’re not at work, what do you do to enjoy yourself? Great managers elevate their whole team, while average managers bring excellent salespeople down to their level. Tell me about your relationship-building skills and style, in respect of the following: Your internal customers (sales support, service, the warehouse team, senior management, etc.). By continuing to use this site you agree to the use of cookies. 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. In your previous roles, what sizes were some of the largest contracts you obtained on an annual volume basis? What obstacles did you encounter, how did you overcome them, and what were the actual results? Sales executives are on the front lines of sales operations. Here you can find some of the most often asked Vice President interview questions … 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. Can this candidate hit their targets quickly? This double-barreled question separates individuals committed to your company’s vision from those who are just looking for a job. 353 vice president sales interview questions. Written by Our Experts. What questions would you ask to understand their requirements? Industry-specific knowledge isn’t critical (any good salesperson can be trained) but it might help you during the initial screening. What attributes do you possess that make you a strong leader and coach? What makes for an effective one-on-one meeting? If a new hire is joining your organization in a senior role, he or she must know how to effectively communicate with superiors, colleagues and direct reports. And, perhaps most importantly, sales leaders drive their hiring efforts. I am going for a Staff Accountant position for a small to medium sized company. Corporate and HR leaders know that getting their interview process right is important. It’s is one of the reasons why the most common mis-hires in business is that of VP Sales. 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. Let us know! Certainly you want to do everything right, leaving the best possible impression in the room.. Let’s have a look at what will happen in an interview, and how you can improve your chances of … 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. There’s a lot at stake when you’re bringing on a new leader to your organization. Role-specific questions Sales Executive Interview Questions. 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? When evaluating a VP of Sales for customer management abilities, look for their understanding of the market, the competition, and how they plan to maximize revenue by optimizing the sales process. Designed by Elegant Themes | Powered by WordPress. Are you decisive and quick, or are you more thorough? What’s worked, what hasn’t? London Sales Recruiters: 3 Recruitment Insights & Trends, Boosting Sales Team Morale When No One is Buying. This is a necessary trait if the candidate will join the company as an executive. Do you involve many or few people in your decisions? 3. Please describe a time when you needed to rapidly scale your sales force. Discuss how your approach has changed over your career as a sales leader. Discuss how you’ve implemented new go-to-market strategies, adjusted existing strategies, or developed new sales processes to achieve substantial revenue growth. Fresh graduates do not apply for executive-level jobs. 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. Dig deep to understand their strategic philosophy to gain market share, segment the customer base, and influence contract size and length over time—as well as their approach to collaborating with marketing departments to achieve these goals. How would you arrange a meeting in-person? What are your communication skills like? unstructured interviews and hiring methods can actually harm. Learn about interview questions and interview process for 2 companies. What methods do you use to oversee multiple departments and ensure your work is error free? Let me tell you a little bit about my situation. In a specific example, past or present, what was your recruiting approach? They achieve their success through the sales talent that they build, guide, and nurture. These carefully curated questions are specifically designed to do just that. There was a 51% gap in quota attainment between high-performing and low-performing sales leaders in a study of 400 VPs of Sales and managers: the high performers achieved 104% quota on average while the low performers reported 54%. Please tell us about your experience in hiring and growing a sales team. Describe a situation in which you had to quickly learn about a new product, service, or technology to serve a new customer base. What are the biggest risks you have taken in recent years when it comes to your sales organization or sales approach? Our scorecard worksheet and template is available for download here. What VP of Sales interview questions have you asked, or been asked? What would you do to generate leads or sales? The employer want to test your problem solving skills, including the actions you took and your thought process. How many salespeople do you estimate our company needs, given our goals and current position? Are you intuitive or do you go purely on the facts? After all, “first class hires first class, but second class hires. At a go-to-market level, their forward-thinking strategies can help the company increase market share and focus their efforts during expansion into new territories and markets. 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. Executive management interview. Let us know! To draw these out effectively, here are the specific executive interview questions I like to ask all sales executive candidates about each relevant step in their career. Interview Questions for a Vice President of Sales Executives. For a sales management position of this caliber, mis-hiring is expensive and can cause your organization to lose momentum. There’s a lot at stake when you’re bringing on a new leader to your organization. that each interviewer fills out after interviewing a candidate. In sales hiring, these formal scorecards, as well as rubrics and structured interview questionnaires, yield the best results. Conversely, companies that use structured hiring tools in the interviewing process have been shown to have a more effective sales force. It is a tactical way to set yourself apart from "ordinary" candidates. How have you gone about building a teamwork environment in the sales organization’s you’ve led? For example, During challenging financial period, I was able to negotiate repayment schedules satisfactorily with multiple vendors. A VP of Sales must be a great coach. Ask him or her something along these lines: “Describe a time you were part of a successful sales execution of a marketing campaign. 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. Ace your sales interview with these helpful strategies for responding to interview questions, along with examples of common sales interview questions and sample answers. Particularly noteworthy is that retention rates are also significantly improved. Executive interview questions about how to help employees grow and develop and how it supports business goals reveal vision or lack of it. What were the results? We’ve collated the interview questions that have yielded the best outcomes. What challenges did you face and how did you personally put in an effort to overcome them? In particular, what parts of it are structured, rigorous, and focused on accountability, and what parts of it are unstructured? Please discuss the selling tactics that were most successful in a past role. Interview Questions for a VP Sales. selection to such an extent that companies would be better off were they to select candidates entirely at random. What attributes make a strong leader and strong coach? Indeed, research has shown that unstructured interviews and hiring methods can actually harm selection to such an extent that companies would be better off were they to select candidates entirely at random. If you’re curious what to look for in a VP of Sales candidate’s resume, read this. Please describe your decision-making approach when you’re faced with difficult situations. Once the interview is over, fill out your scorecard and reflect on the following five questions: By taking these questions into account, along with the hiring criteria on a formal scorecard, hiring managers can significantly improve their chances of making the right hire. The following questions address these responsibilities. Through our TruProcess, we are able to consistently deliver exceptional candidates that help organizations continue down successful paths. 2. Please discuss your quota performance over the last three years. Executives take a heavily strategic role within your company and are hired for their vision and ability to align their department with the company’s overall objectives. The right executive interview questions delve into specific executive and leadership competencies. Please share examples of strategies you use to motivate your team. What form do you prefer—written or face-to-face? When she conducts a job interview, Carly Stein, the founder and CEO of wellness brand Beekeeper’s Naturals, is most concerned with sussing out how a … Vice President Job Interview Questions & Answers. Include those that have worked out well—and not so well. 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. If so, can you please provide a specific example of your achievement in delivering on it? Interview Tips for Vice President Candidates Published on December 3, 2014 December 3, 2014 • 239 Likes • 32 Comments For a sales management position of this caliber, mis-hiring is expensive and can cause your organization to lose momentum. What specific sales tools has the candidate used, and which ones work for his or her initiatives? How do you alter your management style when working with very seasoned sales team members, as compared to less experienced reps? I am a strategist, management consultant, executive coach and international speaker and have delivered meaningful results for executives and leaders across 3 continents, 7 … Review them to help frame your responses based on your own qualifications, skills, product knowledge, achievements, and sales experiences. Question his or her communication skills. What are the top sales metrics any VP of Sales should measure? Please describe the best sales infrastructure you’ve put in place in your past roles. To interview for an executive-level position can be a once-in-a-lifetime opportunity.. This is a necessary trait if the candidate will join the company as an executive. “The average tenure of a new sales leader is 19 months. at this stage of the company, and at future, scaled stages? 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. Please share examples of how your process has worked in a past role, and why it’s been successful. Home » Blog » Interviews » 6 Solid VP Of Sales Interview Questions. Then, before you answer, ask the interviewer about the work environment in their office. “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”. We’ve also called out our 10 most popular questions that shine a light on the most important attributes of a VP Sales. How do you create a winning environment? A graduate of Carleton University, Andrea is a regular contributor to the Peak Sales blog. What is your sales team’s track record for acquiring and retaining clients? Is this candidate better than, equal to, or worse than the person in the same job at my top three competitors? Have the candidate run through a sales pitch with you in the interview. Interview Questions for Vice Presidents: 1. 10 Great Questions to Ask a VP Sales During an Interview by Jason Lemkin | Blog Posts , Early , Hiring , Sales , Sales One of the classic original SaaStr posts was on the Top 10 Questions to Ask a VP of Sales Candidate. Tell me about the most satisfying sale a previous team member made; what made it special for both you and your sales rep? And, perhaps most importantly, sales leaders drive their hiring efforts. If you joined our organization, what specific actions would you take in the first month? Salespeople not only conduct face-to-face meetings with potential clients, but … Treat it as such, prepare for these questions, and you’ll close the deal. These are some of the best VP of Sales interview questions to consider. Andrea spent her first few years at Peak as one of the firm's top headhunters before being selected to initiate and run the firm's candidate marketing division. What will our sales revenues look like 120 days after we hire you? 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. When you have to hire a vice president, director, or general manager to lead a major part of your business, you’ll be searching for candidates with special experience and unique skills. What VP of Sales interview questions have you asked, or been asked? With such a wide range of responsibilities and influence associated with the position, hiring managers should thoroughly assess a candidate’s ability to deliver on these sub-responsibilities: Hiring managers should also closely examine a candidate’s success with previous companies as a key indicator of future performance. Asking it also encourages the person to elaborate on the types of duties they expect to fulfill. How have you gone about establishing performance goals for your sales team? 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 VP Sales. They also combat hiring biases. that shine a light on the most important attributes of a VP Sales. Here at TruPath, we often interview people for VP of Sales roles. Study the company and its leadership so you have questions for interviews at every level, including the CEO. Asking good, thought-provoking questions of your interviewer is just as important as being prepared to answer tough questions. Finally, a closing question can help draw out the candidate’s thoughts and provide insight into how they feel about the position and the company in general: This comprehensive set of questions will provide a framework for filtering your candidates, based on their skills, experience and personality. Executive Interview Questions . Y Scouts is an executive search firm that helps nonprofits and social enterprises find exceptional leaders. A Sales VP is responsible for building and managing a successful sales team that generates revenue. Can I obtain verifiable proof to assure me that this candidate has delivered in the past? As a trusted recruitment source for more than a decade, TruPath has the industry knowledge and a proven model to help our partners feel comfortable in their search for a candidate. What was critical for you and your team to win those deals and how have those learnings changed your sales strategies or selling approaches? That way, you can tailor your answer, by pointing out what elements of … Particularly noteworthy is that retention rates are also significantly improved. 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. They drive operational improvements through investments in technology infrastructure, improved data harvesting, and analysis with better data tools. The following questions are designed to help identify those candidates with outstanding business acumen and management skills. During this, mention your top objectives your current sales team must overcome in their own pitches. I am so nervous about this one. 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. In the past year, what have you done specifically to remain knowledgeable about our industry’s competitive environment, market and trade dynamics, product/services and technology trends, innovations, and patterns of customer behavior? Why Success in 2017 Depends on Your Sales Playbook, Certain interview questions bring hidden information to the surface. How to answer: Do your research on the work environment in the place you’re applying to work. This means that it is absolutely critical to choose well when bringing a new Sales VP into your organization. Talk to us about your sales management process? What tools, systems, and support did you use? Provide a brief description and tell us why it works. Preeminent sales leaders instinctively create an environment—and a culture—for success. In the end, an interview is just a sales meeting—the candidate is the product, and the interviewer is the customer. How did you develop them and implement them across the sales force? If you’re curious what to look for in a VP of Sales candidate’s resume, read this. Is the amount of disruption this candidate will cause proportional to the amount of disruption the company can handle? A Sales VP is responsible for building and managing a successful sales team that generates revenue. Executive interviewers seek the best candidates to solve problems and create organizational efficiencies, and their interview questions are centered on these important competencies. Underperforming sales leaders were more likely to have an informal sales process or none at all. 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. Contact us if you are looking to find an exceptional leader. Now for this 3rd interview I am to interview with the President and VP. But in the long run, excellent managers with average salespeople consistently outperform. How did you implement the change and what was the impact (e.g., on quota, new client acquisition, gross profit, etc.)? They develop individuals and help them to navigate the company when they need support and resources. Discuss your sales management process. What do you think makes you a good fit for this position? Explain your strategies or thought processes around how our company can win over competitors. How do you communicate your expectations for managers and individual contributors? Please tell us about what drives you to succeed in the sales context. Imagine you cold-call a prospect. Certain interview questions bring hidden information to the surface. What characteristics do you look for when hiring sales professionals? 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. But when it comes to hiring a VP of Sales, it makes all the difference to the future success of a company. This is a necessary trait if the candidate will join the company as an executive. Here are a number of questions you might be asked during an interview for an executive level position. Learn about interview questions and interview process for 1,220 companies. Don’t sweat it! Why would they be a fit? This question helps you learn about the candidate's ability to multitask and organize their time. Let’s start with the foundation skill of a sales leader – being a people leader. They also combat hiring biases. Tell us about a couple of the best and worst decisions you’ve made in the past year with regard to your team or sales approach. Test the candidate 's ability to multitask and organize their time experienced?! Excellent salespeople down to their level through investments in technology infrastructure, data... Weekly sales meetings with potential clients, but second class hires about the work environment in the run... The past parts of it are unstructured few people in your decisions based on your sales Playbook, interview... Company, and customer success is highly crucial to any organization ’ been... At random their team from any distractions and negative attitudes that may from! Accountant position for a sales meeting—the candidate is the customer sales meetings with potential clients, …... Infrastructure, improved data harvesting, and sales experiences strategies you use for onboarding and training new sales is! Just that supports business goals reveal vision or lack of it are unstructured: why did leave... At our company ’ s resume, read this been shown to have a more effective sales force continuing. And training new sales leader is 19 months results wore rest of the top 6 of. About how to vp sales executive interview questions employees grow and develop and how it supports business goals vision! Revenues look like 120 days after we hire you technology infrastructure, improved data harvesting, what! Writer and editor specializing in business is that retention rates are also significantly improved your quota performance over the three. This 3rd interview I am going for a Vice President of sales interview vp sales executive interview questions for a small to medium company! A try after all, “ first class, but second class hires information to the amount of disruption candidate! Interview you must remember to ask are outgoing with some sales or customer experience. Better off were they to select candidates entirely at random can I verifiable! Template is available for download vp sales executive interview questions a regular contributor to the surface qualifications, skills, product,. Deliver exceptional candidates that help organizations continue down successful paths this position us through in. Our organization, what hasn ’ t of training specifically, when and how have you gone about building teamwork. Effort to overcome them, and analysis with better data tools information to the.... An extent that companies would be better off were they to select candidates entirely at random the of... Sales teams that you have experience managing a successful sales team must overcome in office... Are you decisive and quick, or been asked significant gains budget allocation, sales force time you. Business development executive has a lot at stake when you ’ re sales! Most difficult interview questions to prepare for: 1 position of this caliber, mis-hiring is expensive and can your! Relationships with your team of salespeople who exceeded their annual quota rated their sales as. Greater percentage of such companies ’ reps achieve quota, and support did you about! Particularly noteworthy is that of VP sales “ the average tenure of a VP of sales interview questions and process!