Position Name: Sales Executive
Interviewer
Candidate Name
Interview Date
Introductory Questions
– Interviewer(s) share name, role, tenure, and hand business cards for thank you messages – Share a brief overview of the company
– Give Candidate the Job Description, highlight Job Purpose, Schedule/Travel, Major Challenges & Key Decisions, and Physical Requirements
Tell us about yourself.
Technical Questions
– Ask job related questions, based on skills and competencies needed for the role
– Ask open ended questions that allow candidates to tell a story about a specific example
– Ask 5-10 questions based on the role and how much time you have (~3-4 minutes per question)
– Listen for recent examples, details, consistency, the candidate’s role in the story, and teamwork
– Take notes and ask clarifying questions as follow-ups
What specific areas (related to the position) do you consider yourself the most knowledgeable? What areas have you had less experience or do not feel as comfortable with?
What has given you the greatest sense of achievement at work and why?
Behavioral / Situational Questions
– Ask job related questions, based on skills and competencies needed for the role
– Ask open ended questions that allow candidates to tell a story about a specific example
– Ask 5-10 questions based on the role and how much time you have (~3-4 minutes per question)
– Listen for recent examples, details, consistency, the candidate’s role in the story, and teamwork
– Take notes and ask clarifying questions as follow-ups. Follow up questions may include:
- Tell us more about the action you took and the outcome.
- What did you say at that point?
- How did you react to that situation?
- Explain your role in more detail.
- Tell me in detail what steps you took.
- And what was the result?
- Describe the obstacles you faced in getting it done.
- What other options did you consider?
- Why do you think you reacted as you did?
- How do you think others felt about your actions at the time?
- Were you satisfied with the outcome of your actions?
- If the same or a similar situation presented itself, what would you do differently?
Business Acumen
Describe a situation where you successfully articulated the value proposition of a specific aspect of the business (or a product, idea, etc.)
Situation:
Action:
Result:
Change Management
Tell me about a recent time when you needed to introduce a new idea or procedure to people on the job? What was the situation and how did you handle it?
Situation:
Action:
Result:
As you have changed from role to role throughout your career, how have you modified your behavior to deal effectively with changes in the work environment? Give a specific example.
Situation:
Action:
Result:
Facilitation/Presentation
Describe a time you had to use your presentation skills to influence someone’s opinion.
Situation:
Action:
Result:
In which settings are you most comfortable in presenting? How does your style and comfort vary for large group versus small group presentations?
Situation:
Action:
Result:
Negotiation
What makes an effective negotiator? Give me an example of an effective situation you’ve negotiated.
Situation:
Action:
Result:
Sales
How do you prepare for a cold sales call?
Situation:
Action:
Result:
Tell us about a time that you promised a customer something before securing agreement internally.
Situation:
Action:
Result:
What has been your most difficult sales situation?
Situation:
Action:
Result:
Share a time when you or the company could not deliver on a promise to a customer.
Situation:
Action:
Result:
Candidate’s Questions
– Be sure to leave time for their questions, generally 1-3
– Paint a positive but honest view of the pros and cons of the work and culture
Notes
Closing Questions
– Describe where you are in the process, next steps, and when they can expect to hear back
– Ask if they have any final remarks
What is one thing I should know about you that I haven’t asked?
What could you bring to this position that other candidates could not?
What do you hope to find in our organization that you don’t have now?
Interviewer Assessment
Enter your overall assessment about the candidate’s knowledge, skills, abilities, and fit for this position.
Would you recommend this candidate advance in the process?