Below I’ve listed over 50 questions that will help you sort the wheat from the chaff if you’re interviewing a Sales Director. Do they need time to shake off an unpleasant conversation? Services. It also gives you a further sense of their sales training and instincts. Handled a customer complaint well? Everyone has bad spells, so beware of someone who claims they've never experienced a downturn. Look for a candidate who's able to work independently and is comfortable taking direction from their boss. Without it, you won’t get far in the sales game. Competency Dictionary Choosing a Framework Competency Project Toolkit Hiring Guides Banking Competencies Report. Do they explain their process clearly? This is often done via competency based interviews which put more emphasis on candidates to provide examples of their competencies, knowledge and behaviour in different scenarios – some straightforward, others more challenging. Interviewers ask this question a lot. The answer to this question should give valuable insight into how they would develop their team members who need a little extra help reaching their goals. You can learn how we define a sales competency and find information about using it to drive learning. Walk me through what steps you take to learn about a new piece of technology. Have you ever asked a prospect who didn't buy from you to explain why you lost the deal? If the candidate expresses a desire to pursue a career move your company can't provide, you might be interviewing again sooner than you'd like. These were transcribed onto cards. The ability to explain complex concepts in a simple way is a necessary artform for software sales reps. Have the candidate walk you through a hypothetical situation where they explain a software offering to you in easy-to-understand terms. Also, think about how you can frame your examples using the STAR technique, this will help you remember your examples and ensure you’re concise when using them in an interview. What's something you've taught yourself lately? The Ultimate Guide to Assessing Sales Rep Competency | 2 Table of Contents Introduction 3 The State of Sales Competency 5 ... with an open-ended question. What was the end result? Pretend I'm a prospect who didn't answer the phone. What's the best way to establish a relationship with a prospect? As a result, getting the right candidates on-board is an essential business function – after all, sales people are often at the front and centre of an organisation; a direct link to the customer. Know the behavioral sales interview questions to expect, plan your winning interview answers and stay one step ahead. Anything. In fact, you can look on the interview itself as a way of bringing your interviewers into buying your skills and expertise! While this question may be tough to answer on the fly without information about a company or product, the rep should still be able to give you an idea of how they'd go about qualifying prospects. Technical Sales Interview Questions 1. Again, think of the interview as a sales opportunity – one where you’re selling your key attributes. Make sure you have some relevant examples up your sleeve about where you’ve made a sale off the back of some great persuasive skills. Both are vital to sales. The answer to this question will tell you how your candidate approaches building trust, and how important teamwork is to them. How has that shaped your approach as a sales leader? Your answer: In answering this question you should set out what your initial expectations were; why they changed and how you adapted your approach. Many companies live and die by their sales. Talk about how you may have had to adapt this as the conversation with your prospective client developed – particularly if they were tricky to deal with. Mastery of Social Selling was also included in the 21 sales competencies prior to being rolled into Sales Technology. Get insight into how they approach and maintain prospect relationships. The previous question may even be a good segue into this one where you get insight into how they approach team management as a leader, even when there's tough decisions to be made. Editor's note: This post was originally published in February 2020 and has been updated for comprehensiveness. This question aims to better understand the candidate’s thought process as they approach a sale. Walk me through the most successful steps you took to land your most successful sale. Which of the following is NOT an important issue confronting sales force managers in the 21st century? Building long-term relationships with customers c. Gaining greater commitment from salespeople d. Leveraging available technology e. Shifting sales management from coaching to commanding. As a leader, establishing trust with a new team is a very important part of the job description. Commission, while perhaps part of the motivation, is not a great response to this question. Also, talk about what ingredients you think are important to sales pitches. Also, think about how you may have won over a client that was initially un-engaged. A salesperson who takes the time to learn from both their successes and their failures will be a valuable addition to your team. Naturally, you need to draw on an example of where you’ve successfully negotiated a sale. Without even one of these three elements a potential employer may question your ability or experience. Remember, your best sale doesn’t have to the highest value one. Go for the sale with a story attached. Following up on deals to learn how to do better next time boosts the odds of winning in the future. Listen for whether they answer with a description of an ideal buyer, or a demographic with no tie-in to the buying process. How do you research prospects before a call or meeting? Site map So describe how you found the lead, what you did to pique their interest and how you closed. The Sales Competencies Questionnaire (SCQ) measures your current selling skills and style by asking you to rate your performance in different selling situations. How to answer competency based interview questions? What makes a good answer versus a bad one will hinge on your company culture. Here are my biggest sales … Good negotiation is an important tool in the arsenal of all sales people and can hugely boost a company’s fortunes if it has a sales team that is adept in the art of getting good deals. Prove to the interviewers that you are the master of persuasion by telling them all about the steps you took to win the account – and importantly the client over to your way of thinking. “Competency-based questions are designed to let you talk; they are open and they invite a response that tells the employer about a real-life challenge that you’ve faced,” explains James Shaikh, an experi… However, the candidate should be able to give you insight into how they'd think about the problem and even the steps they'd take to correct either the toxicity or the underperformance (or both). Did your approach win the business, maybe it was the biggest made in your department that year? Money, achievement, helping customers, being #1 — there are a lot of potential answers to this question. When interviewing for a sales manager position, there are many questions the employer will ask to determine if you have the right skills to manage a sales team and how you handle yourself in this high-pressure job. 9 Sales Development Interview Questions to Know Preparing for a job interview is never an easy task, and it’s even tougher if you haven’t had much practice at it. Leave me a voicemail. Reps are going to encounter the voicemail inbox many times during the course of the day. 2. You want to hire salespeople who are hungry for new skills and better selling strategies. By being prepared and taking in our experts’ advice on the 30 most common competency-based interview questions you’re likely to face. Your answer: This is a really important question for a sales interview – and demands an equally robust answer. Listen to how thoroughly they describe what they've learned, and ask which tools they used to learn about it. Realistic sales personality profile test evaluates core competencies including customer-centricity, expectation management, self-management, problem solving and more in animated work situations. Ensure that candidates are searching for personal commonalities in addition to professional information so they can tailor communication as much as possible. Below you will find some competency-based interview question examples: Interviewer asks: "How do you assess your sales ability as compared with other salespeople?" Have you had to deal with a particularly tricky customer? You want to bring in the best and the brightest, and this question gives you valuable insight into what kind of innovation the candidate is bringing to the table. If the candidate has not used social channels to research prospects or look for leads in the past, make sure they have a willingness to learn. Gamified situational judgement tests identify top-performers faster. But their answer will allow you to gauge how they qualify prospects. However, by using the below guidance and tips, you’ll ensure you’re on the path to success. What course of action do you take during the second half of the month to ensure you reach your targets? Premium plans, Connect your favorite apps to HubSpot. Resilience skills: An important sale falls through, what do you do next? Nothing's wrong with a temporary slump as long as the candidate learned from it. Tell me about a time you had to adjust your sales strategy to reach your targets? As they share attributes about their management style, consider if these traits fit your company culture and the needs of your team. You need to ensure you can draw on examples of your experience to demonstrate each of these core competencies. Gain valuable insight into how they handle change management. See all integrations. Your answer: Again, giving specific information here will pay dividends. A person who owns the sale asks tough questions at the appropriate times, knows when to push a deal that is dragging on, and isn’t afraid to get to a fast no. Fit and Motivation Sales Interview Questions. Competency-based interview questions are designed to assess whether or not an interviewee has the appropriate skills, attributes and qualities to perform a role with the required manner in line with the job description. Do you try to present products and services in a different and engaging way? And since sales development has a reputation of being a point of entry for many newbies in the workforce (even though it’s a quite rigorous role) the sales development interview process for the role is an interesting one. How did you finally move the deal forward? Stay up to date with the latest marketing, sales, and service tips and news. The answer to this question shows how they approach difficult prospects and whether they can put aside their pride to move a deal forward for the greater good of the company. This question gives the candidate an opportunity to provide insights into valuable lessons-learned. Listen for evidence of a process. A good answer will include a personal story or real-life example that illustrates the reasons why the candidate chose sales as a career path. Our Story & Expertise Case Studies & Testimonials Contact Us Visit HRSG.ca ↗ Resources. This question gives you a good idea of how your candidate would take the necessary steps to learn about new product offerings. What’s one way [your company] could improve our sales strategy? In order to make those all-important sales, adaptability is key. Sales competency also includes the concept of owning one’s actions. If their answer is that they mainly communicate over email or via the occasional voicemail, that might be a red flag. 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