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. No best efforts stuff. Have the candidate run through a sales pitch with you in the interview. Metric Management. During this, mention your top objectives your current sales team must overcome in their own pitches. It’s natural for a VP Sales … 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…. Alignment between the Sales department and Marketing, Account Management, and Customer Success is very important to organizational success. Questions related to the sales team: This is where you will question your candidate on “how he will … They should have spent almost as much time preparing great questions for you as they did preparing great answers to your questions. What do you think are the top 5 sales metrics for Sales VPs to measure? The culture? How do you plan to build a compensation plan? Walk Me Through a Sale You Closed. Performance Management. Thus, this becomes a critical skill that your ideal candidate must possess. Interviewing for a … How to hire your (first) VP Sales (and not screw it up) Non-scientific study of 80 startups. Report this post; Ron Beck, B.Math. Moreover interview … What is your sales hiring methodology? One of the goals of having a sales organization is to establish consistent performance. If you have decided to hire a Vice President of Sales, you are expecting them to build a sales team. 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. Interview Tips for Vice President Candidates Published on December 3, 2014 December 3, 2014 • 239 Likes • 32 Comments. By continuing to use this site you agree to the use of cookies. The world would be a wonderful place if every sales person hired performs like a rock star, but that doesn’t happen. Photo of job interview courtesy of ShutterStock. What VP of Sales interview questions have you been asked? How should sales and marketing/account management/customer success work together? Many companies hang their hat on the performance of a single rainmaker. Thus the key is to understand how the candidate uses metrics to develop, manage, and grow their sales team. Follow Tell me a little bit about yourself. What would you say is the most important metric for a VP of sales to measure? Given what you know about our company, how big of a sales team do you think we need? 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. It is really important that your Sales VP is able to mesh well with the other department leaders. 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. 1. The compensation plan tells them where to focus their time. Take this founder of a startup that I just spoke to—they churned their VP of Sales … 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. 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. Sales force Recruitment. Learn about interview questions and interview process for 286 companies. A Sales VP is responsible for building and managing a successful sales team that generates revenue. The ideal … What happened to the last guy? 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 … 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. How should sales and marketing/account management/customer success work together? Sales compensation plans should be designed to reinforce the sales process that has been developed. “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?”. Have you consistently met your sales goals? Compensation Plan Formulation. The right answer is it depends – on a whole lot! 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. Learn about interview questions and interview process for 1,220 companies. How do you mitigate risk? This can only happen if a defined process has been established for the sales people to follow. The ideal candidate for this role should have a methodology that mitigates the risk and quickly gets the new hire up to speed. So ... 2. Tell me about any experience you have creating sales processes. 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. His full article is available on his blog….http://salesgravy.com/SalesDodo/?p=40, Designed by Elegant Themes | Powered by WordPress. Show them you’re listening by weaving the … Did they ask about the performance conditions? Handle the subpar performers incorrectly and they can suck the profits from the company. When you say, “I want your job” you might mean that you want to learn from me and then eat my heart, … 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 … 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? Thus, a key skill that the ideal candidate will possess is development of a process to screen and “on-board” new sales team members. He co-founded Ventrada Systems (mobile applications) and GlobalX (e-commerce software). 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}. How would you approach building a sales team? London Sales Recruiters: 3 Recruitment Insights & Trends, Boosting Sales Team Morale When No One is Buying. Don’t be fooled: interviewers ask this question to see how well you can pitch, not just to get to know you. 363 vice president of sales interview questions. Describe a time you were involved with a successful sales … This makes it critical that other metrics are measured beyond revenue achievement. Julia Hartz is the Co-Founder and President of Eventbrite, the online marketplace for live experiences. Take note of the questions your candidates ask you throughout the interview, too. 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. How do you manage sales metrics & employee performance? Describe a time you were involved with a successful sales execution of a marketing campaign. 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. Your new VP of Sales should be comfortable managing sales … … What do they envision as the structure of Sales Operations? The job expectations? G2 Users Rank InsightSquared a Leader in Sales Analytics…Thank you. In essence, the process that they create has multiple measurement points that allows for the creation for a dashboard. We’ve come up with a list of the most important questions to ask Sales VP candidates in your interviews. There is an old expression…what gets measured, gets done. What sales tools have you used? He suggests five critical areas to explore of your candidate (and revenue growth commitment is not one of them). No good executive is ever, EVER, going to be threatened by an entry-level hire. You will have both over-achievers and subpar performers…and each requires a different management approach. This question is about: Understanding how you … During your interview, you'll be expected to ask questions -- don't expect the vice president to carry the interview. 2. 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. 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. We use cookies to provide and improve our services. What is your sales onboarding methodology? But sales is sales. Bad hires kill the bottom-line, but so do unproductive sales people. In many sales environments, today’s sale is not necessarily an indication of a sales person doing the right things now. Tell me about a time you failed or faced adversity. Be ready for your interview. Vice Presidents support company Presidents by overseeing internal operations, assisting with financial management, monitoring staff, and stepping in when the President is unavailable. Treat this like your sales process… show them you’re seeking to understand and clarify that you’re on the same page. Vice … VP of Sales Interview Questions. This can make it really difficult to pick the right candidate. The CEO will be having a fair idea about you from the previous interview round you might have appeared. 6 Common Traits of Top Performing Sales Organizations, 65 Sales Interview Questions to Ask Sales Candidates, The Importance of Reference Checks in Sales Hiring. 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. 70% of Saas first VP Sales don’t make it to 12 months. Top performers need nurturing, appreciation, and growth opportunities while subpar performers need support, guidance, and intervention. This means that it is absolutely critical to choose well when bringing a new Sales VP into your organization. An interview with the company CEO can be considered as the final round in the whole hiring process. However, if you avoid the most common mistakes, you’ve got much better chances of finding the right VP Sales. One thing about sales people is that they do not need a job description to tell them their job. 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. Y Scouts is an executive search firm that helps nonprofits and social enterprises find … BUT… a word of warning – you must make sure you’re not just asking questions to ask them. Salesforce, Salesforce.com, AppExchange, Sales Cloud, Service Cloud, Chatter, and others are trademarks of Salesforce.com, Inc., and are used here with permission. Big-picture thinker. In a start-up, the VP Sales has to also be aligned to costs, not just revenue. Even if you hire a VP Sales very early, there has to be a clear quota and plan for him or her to hit. The metrics on this dashboard show the performance of the sales team and allow for intervention when performance is not meeting expectations. What challenges did you face and how did you personally work to overcome them? How were you involved? He was also Vice President of Sales for PointShot Wireless. This is arguably the most … Ask about the CRM, productivity tools, prospecting tools, and any other tools that might be used. Let me tell you a little bit about my situation. Now for this 3rd interview I am to interview with the President and VP. 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 … Interview Questions for Vice Presidents of Sales: 1. Thus, in the interview process, it is important to understand the candidate’s management approach for different situations. I met with the controller for the 1st & 2nd interview. 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. Tell me about the teams you’ve managed and how you built them. What works for you and what doesn’t? Hiring sales people is both risky and costly. I know it’s teamwork in a start-up. Thus, you are paying commissions for what they did right a month, three months, or maybe a year ago. Your candidate’s plan and methodology for building a sales force is arguably the most important area to explore with them in an interview. What would you do if a sales rep underperformed? 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. It is really important that your Sales VP is able to mesh well with the other department leaders. Executive management interview. What They Want to Know: The past can predict the … (For reference, here’s what our Sales VP thinks.). 353 vice president sales interview questions. Individual sales contributors are obsessed with their individual quotas -- as they … Your best candidates will come in to the interview with a plan for competing in the marketplace and optimizing revenue per lead. Can you tell me … Indicates the candidate's leadership and recruiting skills and their understanding of sales team metrics. By the time the final interview is on, it’s time to get serious, … The wrong plan can tank the company…the right plan can lead to explosive results. 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. Excel just doesn’t cut it anymore. This is not the time to talk about an easy sale. Handle the top performers wrong and they leave. Sales managers? If you have decided to hire a Vice President of Sales, you are expecting them to build a sales team. Sales Process Development. Focused on in-house strategy and growth, … How have you used metrics to develop, manage, and grow your sales team? For good follow-up questions, ask how the tech stack ties into the larger … 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. How do they expect it to evolve as … This question demonstrates that you see the tech stack as a vital part of the sales process, not just a hoop to jump through. Hiring sales people is both risky and costly. The Best Answers to Common Sales Interview Questions. 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 … Interviewers … In many companies, one of the responsibilities of the Vice President of Sales is the formulation of a sales compensation plan. 1 vp of sales ~1~null~1~ interview questions from interview candidates in Detroit, MI. What do you think are the best traits for sales reps? If you want to be VP Sales by age 28, say it. 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 … Here they are, organized by category. The interview process, the telling moment where you decide whether or not a candidate will be a good fit for your company. Beyond that, Lee is right, you need to have information before you can answer a “commit” question like that. This translates into another key benefit which is scalability. Sales force Recruitment. For a sales management position of this caliber, mis-hiring is expensive and can cause your organization to lose momentum. Leave your questions in the comments below. Finding The Right VP of Sales for Your Organization. It’s one of the most common, and also most devastating mis-hires in startups. To learn more about developing the right compensation plan, read my article titled, “The Equilateral Triangle Model for Developing Sales Compensation Plans.”. What happens if the rain maker leaves for greener pastures? Subpar performers…and each how to interview a vp of sales a different management approach time to talk about an sale! You think we need the process that they do not need a job description to them! The President and VP by weaving the … 353 Vice President of sales.. Sales is the Co-Founder and President of sales, you ’ re just. 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