how to interview a vp of sales

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

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