Tech Sales Interview Process
Here is how high-end sales org interview and what they expect
TL;DR Modern Sales Companies are looking for top talent and many times they have upwards of 5 conversations:
1. Screening
2. Initial interview
3. Role Play
4. Job Shadow
5. Closing/ Offer
My Experience Interviewing and Hiring Sales People
We're just trying to figure out if you are a good person and not bullshitting. I hired people that clearly just want money from a salary and don't want to push the limits of their commission. I've also hired people that are fresh out of school and want to make a name for themselves.
Depending on how the interviews go that would determine the route of the interview. If we were unsure about a candidate, we would have more interviews with more people to feel the person out.
This was for a small sales org. Large Sales Orgs have a very specific process that I will go through here.
Job Hopping Taught Us A LOT
Job hopping taught me a lot about interviewing. Whether this is a good thing or a bad thing I'll leave it up to you. But when it comes to making money, you have to keep your options open. The business owners that we work for do the exact same thing. Finding a way to make more money is just business and if that means switching jobs after working for a short period of time so be it.
Red Flags in Interviews
Let's just get this out of the way. Here is a list of red flags when entering a hiring process:
They are giving you the hard sell on the role - it feels like you are in a sales pitch during these types of interviews. The tone of the recruiter or hiring manager almost seems desperate. You'll feel the pace of the interview process moving fast and maybe even have two interviews in one day. Keep in mind they are looking to fill this role because they need it filled now. Should interview at multiple places so you can pin them against each other just like buying a car. Again this is just business.
They use buzzwords like self-starter, wearing multiple hats, rockstar, for fast-paced.
You are one of their first sales hires. Some of you might like this, but it can be stressful and it's definitely not for the faint of heart.
They have a high turnover in sales
They don't talk numbers early - you want to know salary, Commission, and percent of reps hitting quota as well as average deal size.
They don’t tell you next steps or what the interview process entails (how many meetings, with who, etc)
Common Sales Interviews Schedules and Techniques
Here are some of the common themes I've seen and heard about in interviews with medium to large companies period typically they want to hire slowly and make sure they are making the right decision. This is typically the way hiring will go for sales roles like account manager or account executive making $60K or more in salary.
1. Screening
This is a call with the recruiter or hiring manager. They are just feeling you out in this meeting. They want to hear details of your resume and get you to the next call. They're just making sure you're not a complete idiot. You won't get a ton of details on the job or numbers in this meeting.
They are also going to try and get references in the stage so they can call them and confirm that you are indeed who you say you are. Yes, they will call them!
2. Initial Interview
This interview is going to be with a sales leader in the org, most likely the sales manager. They are going to ask you more detailed questions about your sales roles and repeat the screening call you had. They are looking for inconsistencies in your answers and they will also dig deeper into numbers like quota and size/ amount of deals.
They want to see if your skills match the job and see if you are a liar.
3. Role Play
If you get to this point it’s make or break time. You have to show off your chops. Sales orgs love role play because you can't really bullshit your way through this. This is
“test your might” for sales folks.
You will probably spend hours preparing. You'll want to know the company and its offering, pricing, and the problems they solve. Work on creating a list of questions to ask, that’s the best way to prepare.
In order to do a good job at this you ask a million questions to the hiring manager before to get a better idea of what they want to see. You want to make sure that you are on point and follow directions.
There will oftentimes be multiple people on this role play from the company so they can get multiple perspectives on how you did. They are looking for understanding, question-asking, and judging general sales skills.
Yes, it's nerve-racking and cringe.
4. Job Shadow
This is the home stretch. If you made it this far it's a good sign. Make sure to ask a lot of questions to whoever you’re shadowing.
Keep in mind that this might feel low-key and relaxed but many times the person you job shadow is prompted to ask you a few targeted questions in order to feel you out. Then they will report to management.
4a. Interview with Higher Level Sales Leader
Sometimes it's standard practice, other times this interview is injected into the sales process because high-level salespeople will be able to spot bullshit better than other people interviewing.
If this does happen during your interview, be extremely professional and know your numbers. This person may come off relaxed but in reality they are determining whether or not they can see you performing at their organization and if you are worth the money they would pay you.
You better come correct!
5. Closing/ Offer
You made it, but don't feel like you have to accept the offer on the spot especially if you have multiple interviews and offers period use this as a negotiating platform to make more money.