Tell Me About A Time You Failed To Meet Your Sales Goals How Did You Handle It
This is a behavioral interview question, which assesses your behavior in the workplace by placing you in specific situations with others. When answering this question, think of a few examples and pick the one that shows your growth as a leader. You can craft your response using the STAR technique, which stands for situation, task, action and result.
Example: During the last business quarter in my previous position, I just needed to make two more sales to meet my quota. I made a lot of phone calls that day, but no one was buying. I was pretty upset at the end of the day, but I went to my supervisor so that we could talk through it. She understood that you wont be able to make any sales on some days, which helped me more easily accept my position.
We discussed what may have gone wrong during my sales calls and if any potential customers didnt want to buy today. Then we came up with a plan on how to tackle my goals the next day and updated those goals to try to account for those two sales I needed. Talking with her calmed me down and my hope as a sales manager is that my team will be comfortable enough with me to talk through things that dont always go their way.
Why Do You Think You Are The Best Candidate For This Job
The interviewer wants to know the aspects that make you best suited for this job.
Tip #1: State outstanding qualities that make you the best candidate
Tip #2: Focus on the positive
I believe I am best suited for this job because Im a target-focused, hard-working, and self-driven person who can work optimally under pressure. To work effectively as a sales manager, a unique skillset is needed and I believe I possess such a skillset. My 5 years experience in sales management and degree academic qualification make me the ideal candidate for this job.
No Bs Interviews Questions To Ask When Hiring A Sales Manager
The face-to-face job interview is the most vital part of the decision-making phase of the talent acquisition process.
Whether youre a hiring manager interviewing sales manager candidates or applying for a leadership position yourself, this guide will prepare you with questions so that you can find the best candidates.
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+ Sales Manager Interview Questions For 2022
When you need to hire a Sales Manager for your business, youâll want someone who is persuasive, articulate, motivated and a great negotiator. Youâll also want someone who is the right fit to lead your growing sales team. ðª
These essential Sales Manager interview questions will help you get to know your candidate better and suss out if they have the right skills, experience and attitude for your business. Youâll also get an idea of what you should be listening out for throughout the hiring process. Time to jump in!
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How Will You Handle A Less Motivated Sales Personnel Working In Your Team
In order to succeed as a group, it is necessary that every employee of the organization works hard with utmost passion and zeal. Hence, always answer this question, in a way, so as to fetch the performance from even a discontent employee.
It is common for employees of an organization to become monotonous and boring after working on the tasks consistently, which ultimately leads to their downfall in terms of work and performance. In order to handle such a situation, I always motivate them with lucrative monetary benefits as well as recognition. A dipping sales personnel is always under my lens, and I always maintain a keen eye on his or her individual performance. Initially, it is my habit to warn them 2 to 3 times, and after that, I immediately report and complain about them to my seniors.
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What Can Be Your Biggest Advantage For Us
This is a common interview question through which an interviewer wants to know your level of self-awareness and self-recognition. This question must be answered after conducting thorough scrutiny of the self and must not be skipped at any cost.
I believe my ability to work for long hours throughout the day, with minimum supervision and influence, is the biggest advantage and ability that I can offer to the organization. Such an incredible quality of mine empowers me to achieve the organizational targets and goals in a time-bound manner and serve the organization with all my zeal. Further, I am a hardworking individual rearing to work for your prestigious organization. Once hired I can prove to be an asset to the organization.
Sales Technique And Tools Questions
You will inevitably be asked about any sales tools and methods you use. Be prepared to answer by talking about customer relations-management databases, social media channels campaigns, product demonstrations, free samples or other techniques you regularly use to answer customer objections and demonstrate why what you sell provides value.
You might answer, I always visit the websites of potential customers to find out what their goals are before I contact them. With catering, Ill approach someone booking a business banquet differently than I will someone looking for wedding catering.
As a catering sales manager, you might need to be present at large events, especially for regular customers. One other question to be prepared for is how you handle catering customers who arent happy, advises Glassdoor.
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Im Curious How Did You Come To Find Out About Our Company And What Do You Know About Us
This can be a great way to stand out from other applicants and demonstrate initiative. Almost every company will have a website, Facebook page, Instagram account, or some sort of digital footprint. Spend a bit of time doing some online research:
- If they have a website, check out their About us or Culture/Mission/Vision pages.
- Who are some of the principal people who work there? Who are the founders?
- What sorts of things does this company care about? Do they donate to a particular cause or charity? Which one?
- What are their core values? Which of their core values resonate with you?
- Has the company been in the news recently or have they won any awards .
While your interviewer wont expect you to have in-depth company history, a little here can go a long way.
What Experience Do You Have For Territory Sales Representative Position
Speak about specifics that relate to the position you are applying for. If you do not have specific experience, get as close as you can.
If you are being asked this question from your employer then you can explain your experience. Tell the employer what responsibilities you were performing during your job. You can tell what programs you developed and what modules you worked on. What were your achievements regarding different programs.
I have been working with computers since 2001. I also have a degree in network support/computer repair. I have built my last 3 computers, have work with Dell as an employee. So I have around 15 years experience working with computers.
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What Do You Think Motivates Reps The Most
This is a bit of a trick question, but it’s an important one. The best sales managers know that motivation is personal. While money might drive one rep to go the extra mile, another might be inspired by a development opportunity or creative contest.
The candidate who can navigate the trick and get to the right answer in this case, “it depends on the rep” possesses the motivational ability to lead a sales team to success.
What Are Three Important Qualifying Questions You Ask Every Prospect
What to look for:
This answer will be different for every candidate based on what they’re selling and whom they’re selling to. But their answer will allow you to gauge how they qualify prospects. It also gives you a further sense of their sales training and instincts. Their questions should be focused and get to the root of whether a prospect is a good fit or not.
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What Experience Do You Have Relating To Regional Sales Management
Listen for specifics relating to this particular job post. See if the candidate asks a lot of relevant questions, which shows a willingness to learn and a trainable personality. Look for pride and confidence when the applicant discusses their related work experience. Even better is if they speak with excitement in their tone. See if they speak to direct experience with the sales tools your company uses as well.
What to look for in an answer:
- A deep understanding of the job duties for this role
- Actual experience in a similar role
- Confidence in their explanation
After college, I started my career as a sales rep. I loved the thrill of landing new clients and worked my way up.
What Do You Like And Dislike About The Sales Process How Comfortable Are You With Upholding It
Every rep has an opinion about the sales process, and some ignore it entirely. But it’s the manager’s role to uphold the sales process in the name of organizational consistency and forecasting accuracy.
Ensure the candidate is comfortable with taking on the role of sales process police, and ask about their strategies for making reps adhere to the regimen.
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About Your Sales Background
Common banquet sales manager interview questions will include those that relate to your sales experience. These might include, Tell me about your sales jobs, in terms of your products, territories and results, and Have you ever sold catering or any other service before?
When asked about your sales experience, dont focus on describing your job duties make sure you highlight your results, such as hitting your quotas, setting records, opening new territories and creating new sales packages.
For example, you might say, I helped create the print and digital sales materials for products I sold at my last two companies, or I increased repeat sales with current customers in my territory by X percent during my time at the company by increasing post-sales customer contact.
When asked about selling catering or other services, if the answer is, No, then try to point out as many similarities as you can. For example, you might say, Whether its catering, another service or a product, its always a good idea to sell your benefits, not just your features. I try to learn why people buy any product or service I sell and focus on showing them how I can satisfy their reasons for shopping for it.
Hiring Sales Team Members
Beyond asking the right sales interview questions and common interview techniques, there are other aspects of a candidates work style to look out for. Figuring out what kind of a team player your candidate is should be at the top of your list.
Hiring managers shouldnt just look for individuals who can confidently sell your product or service alone. Theyll be part of a sales teama group of people that works towards big-picture, long-term goals for the benefit of the entire company.
An individual sales rep might come across as very skilled at their job: their past sales performance might be out of this world and they can sell literally anything to anyone.
But what happens when this sales rep doesnt work well with others?
The rest of your sales team might become unmotivated around that team member or even frustrated about the lack of team spirit.
And if your team has been collaborative and productive up to this point, you will suddenly have a group of sales reps that cant work well together any longer, jeopardizing the entire business.
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What Training Method Is Most Effective For New Reps
It would be nice if a sales manager could do ride alongs and listen in on each and every call a new rep makes, but this model is impractical at scale.
Make sure the candidate acknowledges the importance of a repeatable training process that doesn’t center around an informal passing down of knowledge.
Tell Me About A Time Conflict Arose Among A Team You Managed How Did You Handle The Situation
Although not ideal, conflict among team members happens. When it does, managers are often tasked with helping diffuse the situation. This question is designed to help you understand the candidates conflict resolution style.
Though the nuts and bolts of conflict resolution can vary depending on the situation, ideally you want a candidate who is willing to hear both sides of a situation and can facilitate a fair solution.
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What Major Challenges And/or Problems Did You Face In Your Career
How to Answer
Answer this question by providing an example of your ability to overcome challenges and to remain able to perform your duties professionally and successfully. Preferably provide examples in your last position. Alternatively, provide a challenge in any professional or volunteer capacity, or in a university setting.
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Sales Interview Questions And Answers Summed Up
As you hire for sales positions in your company, remember youre not just hiring people that will help you sell more. Your new sales staff should become part of a group thats productive, cohesive and complete thanks to the diverse range of skills, both soft and hard.
Ensure that theyre deeply knowledgeable about the responsibilities ahead of them in the role, the type of prospects they will be working with and the quirks of your specific market. More than that, you want them to be open to ongoing learning to help keep your company ahead of the competition.
Create a set of sales interview questions that will uncover their excitement, motivations and past experiences, and the way these will fit into the nature of their sales role.
Weve created a customizable interview preparation guide you can download here and use it for your very next sales interview.
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I Like What Im Hearing But Weve Got A Ton Of Great Candidates Why Should We Hire You
An easy question to answer well with one caveat dont slam your fellow interviewees. On the one hand, you have an opportunity to really stand out from the pack. Alternatively, You shouldnt assume the skills of other applicants. Focus on your own strengths, and if the interviewer hasnt given you an opportunity to mention that one slam dunk quality about yourself, now would be the time.
Is there a wrong way to answer this question? Consider the responses below:
- I really need a job right now
- I need the money
- Your office is really close to my house
- Ive always been interested in what you guys do
Notice any commonality here? All of these answers demonstrate a benefit to you. While every employer assumes that these sorts of things play in on some level, these are not the reasons they are going to hire you.
In summation, clearly illustrate what in specific has made you a good employee, and how you envision yourself contributing to and benefiting the company.
What Is The Best Way To Understand Territorial Customers Preferences
Understanding a customer and his or her psychological aspects is one of the most vital tasks of a sales manager. Hence, efforts must be laid to have a complete understanding of the same. As a sales manager, you ought to have some strategies in your mind, just share them with your interviewer. Avoid generic answers.
Being a sales manager, our entire career revolves around understanding the product and its possible customers. It is necessary to understand the attitude and mindset of a customer, which is possible, through the following manners:
- Nowadays, almost all the complaints of the customers are recorded. In order to understand the preferences and attitude of the customers of a territory, it is necessary to listen to their problems and complaints attentively.
- An active understanding of the shopping habits of the customers also helps to have an insight into the minds of the customers of a particular region or territory.
- Conducting surveys has been proven as the most influential manner to record the customerâs preferences, which can be analyzed so as to draw conclusions and results.
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What Motivates You To Work
There are several motivational factors for different individuals that entirely depend on their circumstances, living conditions, and situations experienced by them in their daily lives. These factors motivate an employee to work hard and push their limits. An interviewer is always interested in understanding your personal motivational factors.
Being a person from a not so influential financial background, money has always been the primary motivational factor for me, which forces me to perform in an adept manner. Further, apart from money, my desire to continuously improve myself, and advance my career by securing a higher managerial position, also motivates me to work hard and push my limits.