Closing the Deal: Interviewing for a Management Position

by Sheri Pintarelli | Category: Article

Posted on Sunday September 6, 2021 at 06:50:42 PM

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As sales has evolved and expanded, sales management has become multidisciplinary.  Sales managers - among other things - recruit, equip, forecast, fire, direct, and motivate.  Their objective is to increase sales and profitability as they hold responsibility for revenue generation at a firm. Maybe you are looking to hire a standout sales manager.  Or maybe you are looking for more responsibility or need a stepping stone to reach your ultimate goal.  Whether you call yourself interviewer or interviewee, the questions below will help you sit down fully prepared to close the deal. How would those who report to you describe your management style? In your industry, what are signs of good quality in a product or service? How do you as a manager develop a commitment to quality among employees? How would you describe the best manager you ever had? Managers and companies typically have performance expectations of employees. In your opinion, what...

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Know Your Numbers: 7 Interview Questions Top Performers Can Answer

by Henry Glickel | Category: Article

Posted on Monday August 30, 2021 at 06:46:08 PM

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It is important to quantify your successes when interviewing for a sales position.  Though successful sales is not all about numbers, top performers know the answers to these questions without hesitation.   How long is your sales cycle? How many sales calls do you make per week? (average number of attempted calls) What percentage of calls resulted in contact? (not voicemail,etc.) What percentage of calls resulted in an appointment? What percentage of appointments resulted in a sale? In the last 6 months what is your % to quota? How often do you meet or exceed quota?  When you schedule your next interview, know your numbers.  Be specific.  And be accurate....

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How to Retain Your Top Sales Talent

by Jeffrey Traill | Category: Article

Posted on Thursday August 27, 2021 at 10:28:51 AM

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It’s no secret that the sales industry has some of the highest staff turnover rates in business which makes retaining top talent difficult. Every time someone hands their notice in you’re faced with the prospect of starting your recruitment cycle all over again. It can put business targets back months and requires a significant time and money investment to get the new recruit up to speed. So, what can you do to retain your top talent and stop the endless cycle of recruitment?   Understand their motivations Although it’s true that most salespeople are highly motivated by monetary remuneration, that doesn’t mean it’s the only thing they’re interested in. Perhaps they have a family and would appreciate being able to work from home a portion of the week or maybe an extra day of holiday would hit the spot. It’s all about understanding how to reward in a way that’s meaningful to them. Not only does it show you value them as employees, but...

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