Going into an interview can be tough. Whether it’s your very first interview or your twentieth, the nerves never go away completely. You don’t want to sound like an idiot, right? But what if you had a cheat sheet and knew the most common questions salespeople tend to mess up? That’s exactly what we did for today’s episode of The Sales Evangelist. Today we’re joined by Kathleen Steffey, founder and CEO of Naviga Recruiting, to learn how to answer difficult interview questions and secure your next sales gig.
Question One: Anything related to your sales process.
- A VP of Sales might ask an interviewee about their selling process from beginning to end. Even if that salesperson knows their approach, they often just don’t know how to articulate it.
- If someone can’t walk through their process, a leader might think they lack depth or aren’t methodical.
- Think about your process in advance, write it down, and go from there.
Question Two: Tell me where you came in against quota?
- You have to know when you came in against quota, whether it’s over or under. If a sales rep doesn’t know their numbers, it’s considered a big negative.
- What if your business doesn’t measure by quota? (Yes, those companies exist.) Create your own measurable goals that define success, and know if you’ve achieved those goals.
Question Three: What is your prospecting strategy?
- Ten years ago, people could get away with merely pounding the pavement or cold calling. But in today’s marketplace, if you’re not handling prospecting in an integrated manner, you’re viewed as antiquated.
- Know your strategy, and if your strategy is purely through one pipeline, you likely want to reevaluate your strategy.
Question Four: How do you differentiate yourself in the selling process?
- If you’re meeting your numbers, you might not have ever had to think about this. But the sales process has changed where you have to be creative to be successful.
- Show an interviewer you’re different; show them your resilience and prospecting skills through your process. It wins, especially for salespeople.
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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder wrote by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.