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TELL ME SOMETHING ABOUT YOURSELF THAT IS NOT ON YOUR RESUME.
Why ask the question: interviews are usually nerve racking for both the candidate and the interviewer. This "ice breaker" question is a good way to begin the process, putting both parties at ease.
WHAT DO YOU KNOW ABOUT OUR COMPANY?
Why ask the question: this is a very basic and simple question that goes to a candidate's seriousness, motivation, level of professionalism and sales competency.
DO YOU CONSIDER YOURSELF A "HUNTER," A "FARMER" OR SOMETHING IN BETWEEN? WHICH ROLE ARE YOU BEST SUITED FOR?
Why ask the question: Regardless of whether you need a new business developer or a relationship-focused account manager, some competencies in both areas can be important to either position, i.e. account managers must be persuasive and new-business developers must have relationship building skills.
TAKING YOUR ENTIRE CAREER INTO ACCOUNT, CONTRAST FOR ME YOUR VERTICAL PROGRESSION AND YOUR LATERAL ASSUMPTION OF BROADER RESPONSIBILITIES.
Why ask the question: Most interviewers do a good job evaluating vertical progression. The lateral assumption of more responsibility is more difficult to assess but just as important.
TELL ME ABOUT YOUR MOST CREATIVE SOLUTION TO A SALES CHALLENGE.
Why ask the question:Creative problem solving is usually a characteristic of top performers. It can demonstrate strategic thinking, tenacity, customer focus and results orientation, all key strengths you want in a salesperson.
WHAT DO YOU THINK ARE THE BIGGEST CONTRIBUTING FACTORS TO SALES FAILURES?
Why ask the question: Most interviewers and every candidate want to talk about accomplishments, but many times the subject of "failures" never comes up. This discussion will give you insights into the candidate's honesty, business maturity and how well he know and understands his own limitations.
RANK FOR ME THE FOLLOWING IN TERMS OF PRIORITY AS YOU CONSIDER THIS OPPORTUNITY. COMPENSATION; CAREER GROWTH OPPORTUNITY; JOB STABILITY; QUALITY COMPANY; GREAT BOSS; INDEPENDENCE; CHALLENGE
Why ask the question: Understanding motivation for changing jobs and accepting new challenges helps determine how well a candidate is matched to the position and whether it can meet his expectations.
THE KEY CHALLENGE IN THIS POSITION IS (DESCRIBE). TELL ME ABOUT A SIMILAR CHALLENGE YOU FACED IN YOUR CAREER.
Why ask the question: This question is based on the assumption that the best predictor of future performance is past performance. This is an opportunity to better understand how the candidate might approach this position based on what he has done in the past.
ROLE-PLAY WITH ME AS IF YOU WERE THE HEADHUNTER PRESENTING YOURSELF TO ME. CONVINCE ME THAT YOUR CANDIDATE HAS THE SKILLS, EXPERIENCE AND DESIRE TO DO THIS JOB AND IS A GOOD CULTURAL FIT.
Why ask the question: Ask this question toward the end of the interview. If the candidate is a good salesperson, he would have already probed for information about the company, the position, the skills and experience needed in the job and even the management style.
EVALUATE FOR ME HOW WELL I'M CONDUCTING THIS INTERVIEW. WHAT HAVE YOU OBSERVED ABOUT MY SALES AND MANAGEMENT STYLE BASED ON THE QUESTIONS THAT I'VE ASKED?
Why ask the question: The ability to listen, observe and "read" customers is critical for anyone in sales or account management.
Source: Group W Partners Inc.
