Interview Tips for Vice President Candidates Published on December 3, 2014 December 3, 2014 • 239 Likes • 32 Comments. Y Scouts is an executive search firm that helps nonprofits and social enterprises find … 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. The compensation plan tells them where to focus their time. Hiring sales people is both risky and costly. This makes it critical that other metrics are measured beyond revenue achievement. Thus, a key skill that the ideal candidate will possess is development of a process to screen and “on-board” new sales team members. Sales compensation plans should be designed to reinforce the sales process that has been developed. Here they are, organized by category. 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. Tell me about a time you failed or faced adversity. For good follow-up questions, ask how the tech stack ties into the larger … Beyond that, Lee is right, you need to have information before you can answer a “commit” question like that. Performance Management. Individual sales contributors are obsessed with their individual quotas -- as they … Learn about interview questions and interview process for 1,220 companies. Many companies hang their hat on the performance of a single rainmaker. But sales is sales. Vice … Vice Presidents support company Presidents by overseeing internal operations, assisting with financial management, monitoring staff, and stepping in when the President is unavailable. Tell me about the teams you’ve managed and how you built them. VP of Sales Interview Questions. A Sales VP is responsible for building and managing a successful sales team that generates revenue. How do you manage sales metrics & employee performance? 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? 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. It’s natural for a VP Sales … 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. 1 vp of sales ~1~null~1~ interview questions from interview candidates in Detroit, MI. If you have decided to hire a Vice President of Sales, you are expecting them to build a sales team. Let me tell you a little bit about my situation. Sales force Recruitment. He suggests five critical areas to explore of your candidate (and revenue growth commitment is not one of them). Bad hires kill the bottom-line, but so do unproductive sales people. Handle the subpar performers incorrectly and they can suck the profits from the company. 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. I know it’s teamwork in a start-up. Describe a time you were involved with a successful sales execution of a marketing campaign. “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?”. What do you think are the best traits for sales reps? In many sales environments, today’s sale is not necessarily an indication of a sales person doing the right things now. What works for you and what doesn’t? How were you involved? The world would be a wonderful place if every sales person hired performs like a rock star, but that doesn’t happen. 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 … Did they ask about the performance conditions? The Best Answers to Common Sales Interview Questions. In a start-up, the VP Sales has to also be aligned to costs, not just revenue. Focused on in-house strategy and growth, … 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. If you have decided to hire a Vice President of Sales, you are expecting them to build a sales team. Even if you hire a VP Sales very early, there has to be a clear quota and plan for him or her to hit. Thus the key is to understand how the candidate uses metrics to develop, manage, and grow their sales team. By continuing to use this site you agree to the use of cookies. What would you say is the most important metric for a VP of sales to measure? In many companies, one of the responsibilities of the Vice President of Sales is the formulation of a sales compensation plan. What sales tools have you used? When you say, “I want your job” you might mean that you want to learn from me and then eat my heart, … What do you think are the top 5 sales metrics for Sales VPs to measure? The wrong plan can tank the company…the right plan can lead to explosive results. Top performers need nurturing, appreciation, and growth opportunities while subpar performers need support, guidance, and intervention. Alignment between the Sales department and Marketing, Account Management, and Customer Success is very important to organizational success. In essence, the process that they create has multiple measurement points that allows for the creation for a dashboard. The job expectations? 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’ve come up with a list of the most important questions to ask Sales VP candidates in your interviews. What VP of Sales interview questions have you been asked? Ask about the CRM, productivity tools, prospecting tools, and any other tools that might be used. During your interview, you'll be expected to ask questions -- don't expect the vice president to carry the interview. Take note of the questions your candidates ask you throughout the interview, too. Julia Hartz is the Co-Founder and President of Eventbrite, the online marketplace for live experiences. Tell me about any experience you have creating sales processes. … How do they expect it to evolve as … Take this founder of a startup that I just spoke to—they churned their VP of Sales … Excel just doesn’t cut it anymore. This is not the time to talk about an easy sale. What happened to the last guy? 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. His full article is available on his blog….http://salesgravy.com/SalesDodo/?p=40, Designed by Elegant Themes | Powered by WordPress. 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. 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…. If you want to be VP Sales by age 28, say it. Thus, in the interview process, it is important to understand the candidate’s management approach for different situations. Finding The Right VP of Sales for Your Organization. This can only happen if a defined process has been established for the sales people to follow. 6 Common Traits of Top Performing Sales Organizations, 65 Sales Interview Questions to Ask Sales Candidates, The Importance of Reference Checks in Sales Hiring. Indicates the candidate's leadership and recruiting skills and their understanding of sales team metrics. This can make it really difficult to pick the right candidate. During this, mention your top objectives your current sales team must overcome in their own pitches. No best efforts stuff. Now for this 3rd interview I am to interview with the President and VP. 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 … Be ready for your interview. 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? It is really important that your Sales VP is able to mesh well with the other department leaders. 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. Photo of job interview courtesy of ShutterStock. Given what you know about our company, how big of a sales team do you think we need? Hiring sales people is both risky and costly. Can you tell me … This is arguably the most … By the time the final interview is on, it’s time to get serious, … The ideal candidate for this role should have a methodology that mitigates the risk and quickly gets the new hire up to speed. 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. 363 vice president of sales interview questions. What would you do if a sales rep underperformed? Follow 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. Big-picture thinker. What is your sales hiring methodology? London Sales Recruiters: 3 Recruitment Insights & Trends, Boosting Sales Team Morale When No One is Buying. It’s one of the most common, and also most devastating mis-hires in startups. Have you consistently met your sales goals? Treat this like your sales process… show them you’re seeking to understand and clarify that you’re on the same page. I met with the controller for the 1st & 2nd interview. 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. 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 … This question demonstrates that you see the tech stack as a vital part of the sales process, not just a hoop to jump through. Is Buying, too in Detroit, MI use of cookies almost as much time preparing Answers! 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