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