The ideal candidate for this role should have a methodology that mitigates the risk and quickly gets the new hire up to speed. It’s natural for a VP Sales … In this file, you can ref interview materials for sales vice president such as types of interview questions, sales vice president situational interview, sales … Slideshare uses cookies to … However, if you avoid the most common mistakes, you’ve got much better chances of finding the right VP Sales. Here they are, organized by category. Salesforce, Salesforce.com, AppExchange, Sales Cloud, Service Cloud, Chatter, and others are trademarks of Salesforce.com, Inc., and are used here with permission. He suggests five critical areas to explore of your candidate (and revenue growth commitment is not one of them). If you have decided to hire a Vice President of Sales, you are expecting them to build a sales team. How do you manage sales metrics & employee performance? One thing about sales people is that they do not need a job description to tell them their job. Indicates the candidate's leadership and recruiting skills and their understanding of sales team metrics. Sales force Recruitment. Describe a time you were involved with a successful sales … Hiring sales people is both risky and costly. Don’t be fooled: interviewers ask this question to see how well you can pitch, not just to get to know you. BUT… a word of warning – you must make sure you’re not just asking questions to ask them. What do they envision as the structure of Sales Operations? Tell me about any experience you have creating sales processes. Tell me about a time you failed or faced adversity. The world would be a wonderful place if every sales person hired performs like a rock star, but that doesn’t happen. In a start-up, the VP Sales has to also be aligned to costs, not just revenue. Compensation Plan Formulation. No good executive is ever, EVER, going to be threatened by an entry-level hire. I know it’s teamwork in a start-up. For good follow-up questions, ask how the tech stack ties into the larger … How should sales and marketing/account management/customer success work together? … What do you think are the top 5 sales metrics for Sales VPs to measure? Hiring a new VP of sales is somewhat of a different process than hiring an entry level sales rep. For every increasing level within your organization for which you are looking to hire, additional strategy and focus need to be put into the interview … Excel just doesn’t cut it anymore. By continuing to use this site you agree to the use of cookies. I tend to agree with Lee although we still ask the revenue question because we want to know a. how sophisticated someone is, and b. how much research and prep they have done coming into the meeting. How To Interview For VP: Expert Advice Increase your chances of landing a VP role using these interview tips and tactics, culled from years of vetting senior IT managers. By the time the final interview is on, it’s time to get serious, … Hiring sales people is both risky and costly. 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}. Bad hires kill the bottom-line, but so do unproductive sales people. Having a well-defined sales process in place reduces the amount of time for new hires to get up to speed as well as provides continued direction and focus for the tenured sales people. A Sales VP is responsible for building and managing a successful sales team that generates revenue. Focused on in-house strategy and growth, … Finding The Right VP of Sales for Your Organization. If you have decided to hire a Vice President of Sales, you are expecting them to build a sales team. Before Peak, Eliot spent more than 20 years building and leading companies, where he took the lead in recruiting and managing high performance sales teams. (For reference, here’s what our Sales VP thinks.). What is your sales hiring methodology? A common misconception is that Sales VPs is responsible for closing deals – in fact, his/her main responsibility is to teach others to fish rather than giving them the fish. This meeting is a real shot at having a conversation instead of a one-sided interview where you respond to a series of behavioral and situational interview … They should have spent almost as much time preparing great questions for you as they did preparing great answers to your questions. Performance Management. 363 vice president of sales interview questions. 1 vp of sales ~1~null~1~ interview questions from interview candidates in Detroit, MI. Sales compensation plans should be designed to reinforce the sales process that has been developed. Today, there are many specific details your VP of sales should understand in order to put together a team of sales reps, a strong sales strategy, and the proper set of sales tools to get your … Interview Tips for Vice President Candidates Published on December 3, 2014 December 3, 2014 • 239 Likes • 32 Comments. An interview with the company CEO can be considered as the final round in the whole hiring process. What would you do if a sales rep underperformed? Interview Questions for Vice Presidents of Sales: 1. Can you tell me … Did they ask about the performance conditions? Interviewers … Alignment between the Sales department and Marketing, Account Management, and Customer Success is very important to organizational success. Sales Process Development. Learn about interview questions and interview process for 286 companies. Thus, this becomes a critical skill that your ideal candidate must possess. How do you mitigate risk? Be ready for your interview. The compensation plan tells them where to focus their time. This means that it is absolutely critical to choose well when bringing a new Sales VP into your organization. The Best Answers to Common Sales Interview Questions. Even if you hire a VP Sales very early, there has to be a clear quota and plan for him or her to hit. Top performers need nurturing, appreciation, and growth opportunities while subpar performers need support, guidance, and intervention. One person generating 75% of the revenue means that you have one highly profitable team member and a bunch of unprofitable sales people on the team. The culture? Bad sales hires are painfully expensive.It’s a helluva lot more expensive when you’re in the dark about how to hire your VP of Sales. Ask about the CRM, productivity tools, prospecting tools, and any other tools that might be used. Sales managers? During this, mention your top objectives your current sales team must overcome in their own pitches. What works for you and what doesn’t? The candidates that ask thought-provoking questions of the CEO and other interviewers are the ones that have the most potential and enthusiasm for your company. This makes it critical that other metrics are measured beyond revenue achievement. Walk Me Through a Sale You Closed. Vice … Good blog post by sales author Lee Salz on his personal experiences interviewing for a VP position and what to ask a potential VP Sales candidate…. 353 vice president sales interview questions. He talks about the bottom line questions that CEO’s like to ask – “So, how much revenue can you drive for us this year?” and why you should be wary of someone who has a quick response. 6 Common Traits of Top Performing Sales Organizations, 65 Sales Interview Questions to Ask Sales Candidates, The Importance of Reference Checks in Sales Hiring. Have you consistently met your sales goals? Moreover interview … How do they expect it to evolve as … How to hire your (first) VP Sales (and not screw it up) Non-scientific study of 80 startups. Metric Management. Given what you know about our company, how big of a sales team do you think we need? This is arguably the most … I met with the controller for the 1st & 2nd interview. There is an old expression…what gets measured, gets done. At the interview, you want to create a dialogue and find out which candidates are for real, which can be true leaders, and which are good fits for your company and industry. Learn about interview questions and interview process for 1,220 companies. How should sales and marketing/account management/customer success work together? A Statistical Look At The Software Sales Hiring Landscape in San Francisco, Business Transformation is Easier Than You Think, Ask LivingWorks Education, Sales Recruiting in Atlanta: How Growth is Impacting Employers. He was also Vice President of Sales for PointShot Wireless. Your new VP of Sales should be comfortable managing sales … “How many sales people can I hire?What is the marketing budget?What is the travel budget?What is the budget for cost of sales?”. The metrics on this dashboard show the performance of the sales team and allow for intervention when performance is not meeting expectations. It is really important that your Sales VP is able to mesh well with the other department leaders. This can make it really difficult to pick the right candidate. Show them you’re listening by weaving the … The first question most executives think to ask their Sales VP candidates is: “If you were hired tomorrow, what would our revenue look like in 120 days?” While their response to this can be telling, there are other more important areas to explore with your candidates. Photo of job interview courtesy of ShutterStock. 2. The CEO will be having a fair idea about you from the previous interview round you might have appeared. In many sales environments, today’s sale is not necessarily an indication of a sales person doing the right things now. This can only happen if a defined process has been established for the sales people to follow. Let me tell you a little bit about my situation. When you say, “I want your job” you might mean that you want to learn from me and then eat my heart, … 1. Tell me about the teams you’ve managed and how you built them. How were you involved? No best efforts stuff. How do you plan to build a compensation plan? VP of Sales Interview Questions. The ideal … The job expectations? Treat this like your sales process… show them you’re seeking to understand and clarify that you’re on the same page. Your new Sales VP should be ready to adopt 21st century sales (or Sales 2.0) – which means being comfortable managing sales metrics and employee performance using CRM. It’s one of the most common, and also most devastating mis-hires in startups. Individual sales contributors are obsessed with their individual quotas -- as they … Report this post; Ron Beck, B.Math. Building and scaling a sales team is an expensive and time-consuming process, so you’ll want to make sure they have an excellent grasp on how to hire the right people, can onboard new reps quickly and effectively, and build selling skills through great coaching. Questions related to the sales team: This is where you will question your candidate on “how he will … Julia Hartz is the Co-Founder and President of Eventbrite, the online marketplace for live experiences. Many companies hang their hat on the performance of a single rainmaker. Don’t expect the VP to linger over standard, stage one interview questions about where you went to school and what your last job was like. The wrong plan can tank the company…the right plan can lead to explosive results. Executive management interview. Handle the subpar performers incorrectly and they can suck the profits from the company. What They Want to Know: The past can predict the … In many companies, one of the responsibilities of the Vice President of Sales is the formulation of a sales compensation plan. 70% of Saas first VP Sales don’t make it to 12 months. Your company’s ability to experience significant growth resides on this leader’s acumen at building a process that leads the entire team to perform. One of the goals of having a sales organization is to establish consistent performance. We use cookies to provide and improve our services. What would you say is the most important metric for a VP of sales to measure? Every day that a new sales person is on the bench, not yet ready to generate sales, they sit on your books as a liability. This translates into another key benefit which is scalability. What VP of Sales interview questions have you been asked? How would you approach building a sales team? In essence, the process that they create has multiple measurement points that allows for the creation for a dashboard. 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 … Follow For example, a great Sales VP should plan to implement a concrete, well-defined sales process to ensure consistency across the whole team and give next-step guidance to your sales reps. What are some ways you would make our sales team more efficient? Take note of the questions your candidates ask you throughout the interview, too. What sales tools have you used? How have you used metrics to develop, manage, and grow your sales team? Your best candidates will come in to the interview with a plan for competing in the marketplace and optimizing revenue per lead. If you want to be VP Sales by age 28, say it. Thus, a key skill that the ideal candidate will possess is development of a process to screen and “on-board” new sales team members. So ... 2. Y Scouts is an executive search firm that helps nonprofits and social enterprises find … What is your sales onboarding methodology? He co-founded Ventrada Systems (mobile applications) and GlobalX (e-commerce software). His full article is available on his blog….http://salesgravy.com/SalesDodo/?p=40, Designed by Elegant Themes | Powered by WordPress. What challenges did you face and how did you personally work to overcome them? Your candidate’s plan and methodology for building a sales force is arguably the most important area to explore with them in an interview. But sales is sales. You will have both over-achievers and subpar performers…and each requires a different management approach. What happens if the rain maker leaves for greener pastures? Beyond that, Lee is right, you need to have information before you can answer a “commit” question like that. Thus, in the interview process, it is important to understand the candidate’s management approach for different situations. Have the candidate run through a sales pitch with you in the interview. What do you think are the best traits for sales reps? It is really important that your Sales VP is able to mesh well with the other department leaders. Take this founder of a startup that I just spoke to—they churned their VP of Sales … London Sales Recruiters: 3 Recruitment Insights & Trends, Boosting Sales Team Morale When No One is Buying. Leave your questions in the comments below. Describe a time you were involved with a successful sales execution of a marketing campaign. What happened to the last guy? Thus, you are paying commissions for what they did right a month, three months, or maybe a year ago. Big-picture thinker. To learn more about developing the right compensation plan, read my article titled, “The Equilateral Triangle Model for Developing Sales Compensation Plans.”. G2 Users Rank InsightSquared a Leader in Sales Analytics…Thank you. Now for this 3rd interview I am to interview with the President and VP. The interview process, the telling moment where you decide whether or not a candidate will be a good fit for your company. Sales force Recruitment. Tell me a little bit about yourself. This question demonstrates that you see the tech stack as a vital part of the sales process, not just a hoop to jump through. Vice Presidents support company Presidents by overseeing internal operations, assisting with financial management, monitoring staff, and stepping in when the President is unavailable. Handle the top performers wrong and they leave. Interviewing for a … For a sales management position of this caliber, mis-hiring is expensive and can cause your organization to lose momentum. This question is about: Understanding how you … But people in charge of hiring new Sales VPs (usually CEOs) might not have much knowledge or experience in sales because they come from diverse backgrounds, Harvard Business Review points out. We’ve come up with a list of the most important questions to ask Sales VP candidates in your interviews. Thus the key is to understand how the candidate uses metrics to develop, manage, and grow their sales team. A Sales VP is responsible for building and managing a successful sales team, How to Improve HubSpot Sales Forecasting… Quickly, 2020: A Look Back in Revenue Intelligence. The right answer is it depends – on a whole lot! This is not the time to talk about an easy sale. During your interview, you'll be expected to ask questions -- don't expect the vice president to carry the interview. Per lead common, and grow their sales team and allow for when! A compensation plan say is the Co-Founder and President of sales for PointShot Wireless ( first ) sales! Not a candidate will be having a sales team and allow for intervention when is. Cookies to provide and improve our services by weaving the … what do you think are the top 5 metrics! Warning – you must make sure you ’ re not just asking questions to ask VP! New hire up to speed for PointShot Wireless what VP of sales to measure little... Is really important that your ideal candidate for this role should have a methodology that mitigates risk. Will have both over-achievers and subpar performers…and each requires a different management.!, mention your top objectives your current sales team sales is the Co-Founder and of! Works for you as they did preparing great Answers to common sales interview questions from interview candidates in Detroit MI. To the use of cookies is responsible for building and managing a successful sales … if you creating. 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