1. Tell us what image do you have of our company and this industry?
Should have done a thorough job of research or your industry and company
2. Tell us what do your work colleagues think of you?
Be positive but do not go over the top. For instance comment on how associates have in the past remarked on your friendly attitude, thoroughness and ability to get things done on time.
3. Please explain what do you dislike about sales?
What bothers me most about sales is walking away from a prospective buyer when I know our product could have been advantageous for them. No matter how beneficial of a solution we offer, the final decision is in the hands of the prospect.
4. Explain have you consistently met your sales goals?
Yes, I have always met or exceeded my sales goals over my ten-year career in the business. For example, last year I led my team to exceed our sales projections by 25% - and this was during a very difficult market when most of the other teams in our division came up short of goal.
5. Explain me what have your achievements been to date?
Give a solution that is related to work and if possible the job you are applying for. Demonstrate something that shows how you saved a previous employer money, made them more efficient or increased revenue.
6. Explain me how do you move on from a rejection?
I never take a rejection personally. I realize that not all prospects will be interested or ready to commit to a purchase. I move on to the next prospect with the same level of enthusiasm and determination hoping for a better outcome.
7. Explain what do you think it takes to be a good leader?
The jobs title might be "sales manager," but that doesn't mean leadership skills fall by the wayside. Sales managers need to be able to lead through example and inspire others to action. Although this question is last on the list, it's probably the most important of all.
8. Tell me do you know who our competitors are?
Yes, I work for one of them but I have always admired your company and have always wanted to work here.
9. Tell us how do you handle rejection?
Losing a sale, or failing at landing one, is disappointing. But if you want to succeed in this business, you can't take it personally. I work hard to learn from rejection and continuously improve my sales techniques.
10. Tell me is cold calling dead?
I believe cold calling still holds value and can be beneficial in the selling process. The level of control a sales representative has via a cold call is extremely valuable. However, factors such as call recipients, call frequency and content all play a critical role in the success of that technique.
11. Tell me should reps get warm leads or build their own pipelines?
Similar question, different angle. The right answer is typically to get warm leads, but not because the reps are lazy or can't successfully build their own business from the ground up. Lead-driven sales are typically more cost effective than having expensive sales reps cold calling. Yes, leads are expensive up-front, but the eventual cost per acquisition and overall lifetime value and margin for the business on those new customers is usually much better when reps are making more efficient use of their time with warm leads.
12. Tell us what's your current salary?
Questions about your current compensation may sound personal, but they can still be asked at interviews. Never lie or stretch the truth, as if you are found out it could jeopardize your entire application.
My present employer pays me well outside of the norm, however I would not like to limit my job prospects by using that salary as a comparison.
As a highly valued member of the company, I am paid on the very high end of current market rates.
13. Tell us 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.
14. Tell me what is your definition of success?
In my opinion and as it relates to the workplace, success is a measurable variable. If you don't measure your accomplishments, success is lost. Success can be tied to everything you do each day.
If I plan to accomplish 3 tasks before the end of the day and I do so, then I have been successful. Success simply means accomplishing what you set out to do within the parameters you specify, whether they be time, money or learning, etc.
15. What is the biggest mistake you have ever made as Area Sales Manager?
There is no danger in admitting to making a mistake. However to correctly answer this type of query there are certain guidelines that you should follow. Firstly always mention that you identified where you went wrong and have learnt from the experience. Secondly try to give a example of something that happened as far back in your past as possible. This way you can shrug it off as a youthful error and something you would not fall for now that you are more mature and experienced.
If I had a time machines I would go back to University and taken a degree in Business Studies rather than Hospitality.
I stayed too many years in a job that was stable but didn't offer me enough challenges or opportunities for growth.
16. Tell me what have you found to be the most important skills in closing a sale?
The most important skills in closing a sale are active listening and strategic decision making. By that I mean truly understanding the buyer's needs and pitching the product in a way that will fit those needs. Additionally, alleviating any buyer concerns is crucial for those prospects who are on the fence about making a purchase.
17. Explain me what is your viewpoint of management?
Management interview questions like this are asked to find out what kind of leader you are. Should you ever get placed in a management role, how will you delegate the workload or teach your co-workers.
"I believe the main goal of any management position is to get things done by evenly distributing the workload to the most qualified members of the team. They also make sure that each member of the team has all the resources and training that are necessary to complete the job.
18. Explain me what do you enjoy about the industry you are in?
This can be a tough question that will put you on the spot. When responding be polite, diplomatic and give a good business related answer.
I can't really give you a accurate answer because at this time I don't know the scope of the job, it's responsibilities, hours, etc.
The job I perform, the salary I receive and the circumstances at my current company are not really comparable to the opportunity we are discussing today. However when I consider my skill sets, academic qualifications and work experience, I am confident that a salary between £25,000 - £33,000 would be appropriate.
19. Explain me about a sales experience that demonstrates your work ethic?
If they give a positive one, ask for a negative one. e.g. a time they failed and what they learned
20. Explain me about hiring new sales personnel?
The sales manager is also expected to hire new sales personnel. Therefore, the sales manager should be experienced and knowledgeable enough to determine whether an applicant will succeed in sales or not. The manager must bear in mind that although some possess an inborn quality and have a salesman personality, successful salesmanship can be taught. A business administration degree can be very helpful as well, even for those people that just naturally have it in them to sell a product. As a sales manager, you should know how to bring out the best in each type, helping every salesperson excel in sales.
21. Tell me why don't you want to make more money as an individual contributor?
Great question to ask prospective sales managers. The right answer comes down to how many commission checks they want. Sales managers will still have a portion of their compensation come as a performance bonus or commission based on their team's performance. The best sales managers know they can make far more money as a manager in these conditions, buy not just driving higher sales themselves but improving the performance and consistently higher sales of an entire team. Sales managers still want their money, but they know the upside is actually higher as a manager with a good comp plan.
22. Tell me why do you want to work for our company as Area Sales Manager?
This is essentially the same question as 'Why did you apply for this job?' & 'Why do you want to work here?'. Reply to it by showing that you have researched the employer and have logically thought out reasons why you think you are a good match for their requirements. Turn the answer into a compliment to the company you are interviewing for.
There are only a limited number of opportunities for advancement with my current employer. Which is why I'm keen on working for a larger corporation like yours where I believe there are more possibilities to show what I'm capable of.
I'd like to work for a company where I feel I can make a real difference.
A common way to reply to this is to research the company before hand, find something unique about them and then give that as your answer. For instance they may have opened up a new store or launched a new product.
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.
24. Explain me do you feel that you are an organized person?
Yes, I consider myself to be very well organized. Everyday when I arrive at work, I check my email and messages. Then I plan out exactly what I am going to do that day. Even if I already know that I am going to work on the Johnson proposal, I still review my current status and set my goals for the day. At the end of the day, I review my progress and plan for the following day.
Look for logical steps including building a relationship and asking about the prospect's needs as the first two steps
Average number of contacts should be 12
Ask for the different types of contacts they make to qualified prospects
Just as successful sales managers understand that every rep is motivated by something different, they also understand that every rep has unique strengths they use to achieve their goals. What's the "right" way for one salesperson is not likely to be right for the entire team.
Be wary of candidates who hint that they plan to force their methods on their direct reports. Instead, look for candidates who want to identify and develop the specific talents of each team member.
27. Tell us what was your most significant professional accomplishment?
Keep asking for more and more detail to get insight into work ethic
28. Tell me how would you cope with a difficult colleague?
This really depends on what my co-worker is doing, the severity of their actions and the specific problems or disruption that they may be causing. Having said that no matter what the situation is, I would always remain in control of any situation and concentrate on my work. I would not take any arguments or heated discussions personally or hold grudges against work colleagues.
Sales managers have to have uncomfortable conversations with their direct reports. Especially if the candidate is a rep on the team that they might be promoted to lead, sales directors must ensure they can maneuver tough situations and deliver bad news in a positive manner. However, a candidate who's overly harsh on their hypothetical stumbling rep is just as bad as one who's too soft. Look for an innate coaching sensibility and a motivational flair.
30. Tell us how do you manage your time?
I only have so many hours in the day to get my work done and I have found that if I don't create daily, weekly, and monthly goals, it seems like nothing ever gets done. I keep track of all my responsibilities and goals in spreadsheet and review them daily.
I mark down when I am first assigned a task, how long I think it will take, when it needs to be completed and how much time I will need to spend on it each day to complete the job on time. This helps me in so many ways, but mainly it keeps me on track with what is important. It also helps me from getting overbooked and promising more than I can deliver. Now, I can always deliver what I promise and be on-time.
31. Explain what types of products/services have you sold and how did you sell them?
See if they understand how to sell "solutions" as opposed to "products" or "services"
32. General Area Sales Manager Job Interview Questions:
☛ Where do you see yourself in one, three and five years?
☛ How would you describe your ideal sales position?
☛ What core values should all great companies possess?
☛ How would you describe the people at your past company?
☛ What types of customer relationship tracking did you implement at your past jobs?
☛ Can you give me three adjectives that best describe you as an employee?
☛ Can you give me three adjectives that best describe you as a person?
☛ Can you give me an example of a failure you had at work and what you learned from it?
☛ What interested you about our firm?
☛ What type of compensation package are you looking for?
☛ How would you describe leadership?
☛ How would you describe passion?
☛ How would you describe wealth?
☛ How do you feel about meeting face to face with clients and giving public presentations?
☛ What skills do you believe make for a great sales representative?
☛ Why should we hire you?
☛ How would you describe your learning style?
☛ Why did you choose sales as a profession?
☛ How did your past company obtain its leads?
☛ What percentage of leads did you convert into sales at your past job?
☛ How would you describe your ideal sales lead?
☛ What do you feel is the best way to establish a strong relationship with a client?
☛ When a client's expectations are too high, how do you handle it?
☛ Can you give me an example in which you've used your creativity to retain existing accounts?
☛ How would you define the term "salesmanship"?
33. Basic Area Sales Manager Job Interview Questions:
☛ What is your best strength at the job?
☛ What were you main duties in the previous job?
☛ What do you like the best about being a sales manager?
☛ How do you arrange your daily work?
☛ How many first sales appointments a week are considered as a successful week?
☛ Describe a typical sales process (or sales cycle) for big ticket items and for smaller ones.
☛ What are your selling techniques, how do you present/launch a new product? What presentation's skills require?
☛ What are your goals in term of professional development and advancement?
☛ How did you develop your best-selling techniques?
☛ Describe some success stories and some difficulties. How did you handle the difficulties?
☛ What have you found to be the most important skills in negotiating and succeeding in sales?
☛ How do you handle rejections?
☛ Describe sales-teamwork; how did you handle your team challenges?
34. Operational Area Sales Manager Job Interview Questions:
☛ What kind of sales did you do at your last company? (Inside sales? Field sales?)
☛ What was the size of your team at your last company?
☛ What was your sales quota?
☛ How did you generate leads?
☛ Describe your product. What are the benefits? Who are your customers?
☛ Why do customers buy your product? What are the alternatives?
☛ Describe your customers' buying decision process. Who approves or blocks the buying decision? What do you need to line up to close the sale?
☛ Where do you find great sales talent?
☛ What criteria do you use to evaluate sales skills?
☛ How do you monitor the performance of individual team members?
☛ How do you motivate your team?
☛ How do you make decisions about compensation?
35. Sample Area Sales Manager Job Interview Questions:
☛ If I were to interview the people who have reported to you in the past, how would they describe your management style?
☛ If I were to interview your reporting staff members, how would they describe your strengths and weaknesses as a manager and supervisor?
☛ Give me an example, from your past work experiences, about a time when you had an underperforming employee reporting to you. How did you address the situation? Did the employee's performance improve? If not, what did you do next?
☛ Rate your management skills on a scale of 1 to 10 with 10 representing excellent management skills. Provide three examples from your past work experiences that demonstrate your selected number is accurate.
☛ Describe the work environment or culture and its management style in which you have experienced the most success.
☛ Tell me about a time when you had a reporting employee who performed very well. The employee exceeded goals and sought more responsibility. Describe how you handled this situation day-to-day and over time.
☛ Describe three components of your philosophy of sales management that demonstrate what you value and add, as an individual, to an organization's culture and work environment.
☛ What factors are crucial within an organization and must be present for you to work most effectively?
☛ Tell me about a time when you reorganized a department or significantly changed employee work assignments. How did you approach the task? How did the affected employees respond to your actions?
☛ One of the jobs of a sales manager or supervisor is to manage performance and perform periodic performance reviews. Tell me how you have managed employee performance in the past. Describe the process you have used for performance feedback.
