Sales Manager Interview Questions

As well as being an astute seller themselves a Sales Manager or VP of Sales is required to inspire and lead a team of salespeople. Their skills go beyond selling as they are required to motivate, mentor and coach their team. They also need to be an expert in analyzing data to spot trends and patterns in their team's performance and be accountable to the company's exec team and board.

Skills

Resilience
Communication
Mentorship
Coaching
Leadership
Analytics
Accountability
Question 1

A member of your sales team has underachieved on their sales target this quarter. You have been working closely with them to ensure their future pipeline is a lot more solid, so you are confident that things will pick up for them next quarter. However, their morale is at an all time low and it is starting to affect their work rate and proactivity. What do you say to the sales person to raise their morale?

Mentorship
Coaching
Communication
Question 2

You and the team have had a hard quarter and have missed sales targets. You know the team has worked hard, but you market forces beyond your control has meant that several large deals have slipped into next quarter. You have to deliver the news to the executive team in your next catch up, what do you say?

Accountability
Communication
Question 3

You are about to have your 1-on-1 weekly pipeline review with one of the sales people in your team. What data do you need before the meeting and what do you ask the sales person to take you through in the meeting? What is the objective of the meeting?

Accountability
Analytics
Communication
Question 4

You have been reviewing the recordings and conversion data for one of your sales people. It looks like their conversion rate for taking a lead from an initial discovery conversation to a demo of the product is significantly lower than the team average and industry benchmarks. What do you do?

Mentorship
Coaching
Question 5

A new sales blocker has been coming up more and more in the sales conversations, derailing several large deals recently. The sales blocker is associated with a missing feature in the product, which other competitors have started to offer as part of their software. How do you feed this information back to the product team?

Communication
Accountability
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