Area Sales Manager

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.

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.

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

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.

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.

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.

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.

If they give a positive one, ask for a negative one. e.g. a time they failed and what they learned

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.

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.

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.

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.

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.

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.

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.

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.

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.

Yes, I work for one of them but I have always admired your company and have always wanted to work here.