In this series, our colleague Michael Bandel addresses a question each time to help you provide the right answer during an introductory interview. This week, we focus on the questions Michael himself asks during an introductory interview for a sales role. It’s crucial to ask the right questions to gain a deep understanding of the organization and the role.

These questions provide a comprehensive view of the organization, the sales professionals, and the sales process. They also shed light on your position as a professional and what you need to work on. These are the same questions I often ask my clients, as the answers often reveal more than what’s outlined in a job profile.

1. What are the key characteristics of the best sales professionals here?

As a professional, you want to understand where you stand and what you need to develop. Do your qualities align with those of the organization and the team? I gained a good impression of the sales team, and it gave me an opportunity to showcase my own qualities and how I could add value to the sales team.

2. What unique challenges do the sales teams face in today’s landscape?

As you prepare for your new role in this company, it’s essential to know what challenges they encounter and how they address them. Does the organization provide a platform for discussing and resolving these challenges? What steps can you take to prepare yourself optimally for your new role? Do you recognize these challenges, and how have you dealt with them in the past?

3. How are sales processes structured?

Is there transparency in how the process flows and what steps are involved? Who handles what tasks, such as creating quotes and follow-ups? Is there collaboration, and does management get involved? These are practical considerations that require thought and preparation. How can you ensure that you add value quickly, and in what ways can the organization support you? How have you tackled these aspects in your past experience?

4. What are your goals for the next 3, 6, and 12 months in this role?

Understanding the expectations and how realistic they are provides insight into whether the role aligns with your aspirations. Additionally, gaining insight into the necessary steps to meet these goals and the organization’s current standing is crucial. I used this information to create a plan for achieving targets and to specify where I needed assistance to become fully operational as quickly as possible.

5. Who manages lead generation?

Is this your sole responsibility, or do you receive support from the sales team or the marketing department? Are there trade shows or events? Who handles lead follow-up? This gave me an understanding of how this process is organized and what I need to do to acquire and qualify leads. It also presented an opportunity for me to share concrete examples of how I have successfully handled this in the past.

What questions do you ask an organization?

This week in the ‘Interview Questions’ series: “Do you believe that marketing and sales should collaborate?” Our colleague Michael Bandel assists you in providing the right answer during an introductory conversation by sharing his expertise.

The collaboration between marketing and sales is of significant importance, especially in B2B sales. Recognizing that approximately 60 – 80% of prospects prefer to engage with sales at the end of their journey, it’s advisable to work closely with marketing.

Rephrased, the question becomes: “How will the candidate contribute to the collaboration between marketing and sales?”

A candidate who doesn’t positively nurture collaboration won’t achieve their own or the organization’s goals.

Answer: Most sales professionals will respond affirmatively (if not, an alarm bell should ring…). It’s crucial to explain how you’ve previously structured/improved collaboration with marketing and the results achieved. If you struggle to articulate this, another alarm bell should ring…

In my case, an answer could be:

“In my view, a strong collaboration between marketing and sales is crucial for the collective success of the organization. Since the customer determines when, how, and at what point they want to engage with sales, it’s important to provide marketing with insights into customer and prospect challenges. What’s happening in the industry, with a specific customer, and how can we leverage this to assist our customers in their journey towards a potential purchase.

This is what I’ve done in my previous roles – strengthening collaboration and sharing customer insights with marketing. Literally sitting down together, brainstorming and creating content with tailored messages for different stages of the journey.

As a result, I was able to engage at the right moment, leading to more effective appointments and quicker success.”

Make the most of it, and until the next interview question.

This week in the series of interview questions: “What appeals to you about this role?”

Perhaps an obvious question, but it provides a chance to showcase your enthusiasm for both the role and the company. Enthusiasm also demonstrates your commitment, which is highly desirable in any employee.

Make sure you can briefly and clearly explain why the role (and the company) appeals to you. If you hesitate at this point, you’re already at a disadvantage.

Answer: What they want to know is how you have prepared yourself for the role and the company. What aspects attract you? Can you identify with the company’s values and principles? In what ways (mention how this aligns with your own values)? Can you learn new things, which of your strengths can you utilize in the role, and how will you demonstrate this?

In my case, this could be an answer: “I have a lot of experience in the industry in which your company operates. I have also gained many new insights by reading articles, including those on your website and those of competitors. The way your company utilizes innovation is very appealing to me. It is something I did frequently in my previous job as well – working with customers to explore possibilities for innovation. The opportunity your company provides for personal development in this field is definitely in line with what suits me well. Additionally, just like your company, I highly value customer orientation and working with determination.”