Do things that you can teach others to do and allow people to adjust those tactics to the way they sell. Keep that in mind when you are deciding on the best candidate for your sales manager position. Why do you want this job? To the surprise of almost everyone who initially steps into that role, it’s actually about more responsibility and more individual contribution. The bosses want to reward her, so they promote her to sales manager. As a manager, you now have to consider all the views coming from your team, yourself, and your superiors — and find a workable outcome. When interviewing for a sales manager position, you really want to do everything you can to show the interviewer your sales knowledge and leadership abilities. Study these examples, pick out your unique qualifications as they relate to the position, be prepared, and you will ace the interview. But if you got into sales because you have a passion and genuine interest in the industry, it could be a sign to the sales recruiter that you are a potential long-term fit. 6. Responses to this question can help an interviewer uncover the motivation behind the move to management. Sales managers manage processes. This way you can feel confident knowing that they are able to motivate every rep on their team. One of my favourite quotes on managers is from a great article by Rich Armstrong: “The only reason there’s so many awful managers is that good people like you refuse to do … While you should always be prepared for common job interview questions, there are a few manager-specific questions that you’ll want to make sure you have practiced before hand. A desire to partake in sales management training or various sales courses is also noted as a good sign. Neither of these two options is wholly good or bad, but it’s good for people to be honest to themselves — and to others — about what really matters to them. Good technology is key to a successful sales department. As a sales manager, it’s your job to be occupied with doing everything you can to make each individual member of your team successful. Are you suited to be a sales manager? The bosses want to reward her, so they promote her to sales manager. 8. Why do you want to be a sales manager? These bosses simply give out orders and judge their employees based solely on metrics, never taking the time to truly help anyone succeed. 7. A sales manager is someone who is responsible for leading and guiding a team of sales people in an organization. But behold the huge problem here: Having the qualities that make an excellent salesperson does not necessarily mean a person knows how to be a good sales manager and lead a team to success. Prepare with the following possible answers to the HR interview question ‘Why do you want this job?’ and confidently reply in a positive tone, for an enhanced impact. Like many graduates I meet, “sales” isn’t a glamorous word I wanted to be associated with, and I thought the idea … Continue reading 5 reasons why working in sales is a great first job → You don’t want to coerce someone into thinking they should aspire to be a sales manager. If the candidate merely talks about addressing numbers and quotas, they may not be the best fit to motivate and lead a team. Listen closely as the candidate describes their methods because those methods will likely play a major role in the way they will train their salespeople to sell. Drive: The Most Important Innate Characteristic in Salespeople, But, Easy to Fake in a Job Interview, Setting goals for each rep on the team and following up with each rep to make sure they are achieving those goals, Explaining the technology used in the sales department, Introducing the new salesperson to key players at the company, Assigning a good mentor to work with the new salesperson. A question I always try to find time for is, why do you want to be a product manager? If the sales manager does not understand the technology or has a difficult time learning how to use it, they will not be able to teach new hires how to use that technology effectively. A sales manager's tasks often include assigning sales territories, setting quotas, mentoring the members of her sales team, assigning sales training, building a sales plan, and hiring and firing salespeople. If they do these things, they are likely capable of coaching a sales team — even when they are struggling. In this post, I’m going to tell you how to be a great sales manager. You'll have a good-to-great sales manager, who gets to 70-75% of target, and really knows what sales management is about (hiring right, on-boarding, coaching, performance management, political management, knows how to internally block and tackle, etc.). When you are fresh out of university, it may not be always clear what you want to do. A career in sales can often be quite rewarding for those who wish to pursue it. You probably want to move into a managerial position because it is the next logical step in you career progression. Understand that as a freelancer, you will have to be a consummate sales-and-marketer of yourself and that you’ll have to develop thick skin to handle the rejection. © 2007-2020 SalesDrive, LLC. The best part is, you don’t need to be a sales manager today, in order to build (and start demonstrating) your leadership abilities. ... That’s why for me, being a successful sales manager ... you do not have to be innately born with them to be a successful sales leader. Remember way back when, when you were put in front of senior management for the first time, and asked that all so simple yet all so important question? You want to be “hands-on” so you’re on top of everyone. To tackle this broad question, you need to consider two components. However, it should not be a deal-breaker if they do not mention them – you can easily teach them to look for these traits or allow them to test potential salespeople by using a sales personality test while hiring salespeople. What makes you the ideal candidate for this position? What would you say to a low-performing sales representative in a one-on-one meeting? If you haven’t done it in a while, I suggest sitting down and reflecting on what your original expectations were before you became a manager for the first time, and how, looking back, they were coincident or divergent from reality. They’ll help when you need them, but they also need you to be as self-motivated as possible. What you do need to do is commit to understanding yourself. When they answer this question, they should show signs that they are an effective motivator and convey that they are neither too tough nor too easy on low-performing reps. The course work gave me the tools to effectively do what has been natural for me in the past – overseeing groups, and getting jobs done with others. What do you believe to be the main motivator for sales reps? Sounds logical, right? 10. Here are some reasons why you might want to consider a career in sales and how to make those first steps into your chosen sales career. Do not be that kind of boss when you are managing a sales … The best part is, you don’t need to be a sales manager today, in order to build (and start demonstrating) your leadership abilities. Not unrelated, it’s good for prospective managers to know what they’re getting into. Like many graduates I meet, “sales” isn’t a glamorous word I wanted to be associated with, and I thought the idea … Continue reading 5 reasons why working in sales is a great first job → It is likely a bad sign if the candidate lets you know that they want to become a sales manager because they are looking to make more money or because they have simply become bored with their job and want a new role during the sales manager interview. If you’re not good at giving out orders, telling people the truth to their face (even if it’s not nice), or delivering criticism and bad news, then you should probably think twice before climbing the ladder. Everyone has had a bad boss at some point. You’ll also want to show how you would evaluate and develop sales reps as a manager. In any sales and trading interview on Wall Street, candidates will likely be asked to answer some variation of this question: Why Sales and Trading? Below are three of the most common tech sales interview questions, why a hiring manager asks them, and the best points to hit when answering them. Generally this question is asked to someone who holds 0-4 years of experience in his/her CV in sales . Why do you want to become a sales manager? Why do you want to be a sales manager? To be successful in this aim, they need to impress their customers during every interaction. Your most essential qualification is your ability to convince people to purchase products or ideas that may be new to them. You ask a salesperson if they had always wanted to be in sales, and most will say something like, “No one grows up wanting to be in sales.” Stay … It’s a way for a potential employer to get to know you and what you’d be If you want to land a great sales job, you’ll have to learn how to ace the sales interview.Sure, interview performance is critical in landing most jobs. But if you want to become a sales manager, eventually you’ll need to approach the decision-makers in your company and ask them for the position. 2. Why exactly do you want to be a car salesperson? When I first started working at Hays, I refused to admit that I was working in sales. So, pick your most likely candidates to be your replacement, and start preparing them for that all important question by using your experience to guide them along these four dimensions: The most important part of becoming a manager is making sure that it won’t collide with your personality, your values, your nature, and your general attitude. Example Response: Example: "I would like to begin a career in car sales because it is a job where hard work and motivation pay off each and every day." If you don’t do it, somebody who cares less will. If you are a salesperson and you want to be promoted to a sales manager position, it’s time to change your thinking. You also want to be given precise numbers when talking about increasing sales or meeting goals. The number one quality your sales manager should look for in a new salesperson is Drive. “Why do you want to work in sales?” The biggest mistake you can make when answering this question is to simply say, “Because I like it,” or worse, “Because the money is good.” This doesn't really tell the interviewer anything they couldn't have obviously guessed—and it certainly doesn't help to set you apart from other candidates. How did you achieve success as a sales rep and how will you use your knowledge to help your team achieve success? As a sales manager, it’s your job to be occupied with doing everything you can to make each individual member of your team successful. A qualified candidate will likely mention leadership skills, tell stories about how they led a team to success in the past and talk about how they enjoy inspiring others and motivating them to improve. A sales rep on your team does a good job—let’s say very good. They tend to be enterprising individuals, which means they’re adventurous, ambitious, assertive, extroverted, energetic, enthusiastic, confident, and optimistic. 1. Ideally, you want your new sales manager to demonstrate the ability to set a goal and follow-through with it. That being said, some salespeople can transition to a sales management role with ease and lead their team to achieve better results. Your hiring manager doesn’t want to have to constantly be a source of inspiration. When someone wants to become a manager, checking whether they’re the right personality type is vital for their success on the job. When you are fresh out of university, it may not be always clear what you want to do. A good candidate for the job will talk about their passion for helping the company grow and their desire to help make strategic decisions that push the sales department toward success. Also, you’re the one everyone will blame now. You’re micro-managing. My Candidate is Very Persistent, Calling and Emailing Me Often, Does That Mean He Will Be a Good Salesperson? Ready to take the next step? Of course, now that you’ve been sitting in the position for a while, you realize that it’s not so much that there are clear right or wrong responses (though in extreme cases either way, there certainly can be). Explain what your theory of management is, and how you … It is one question that you cannot run away from. The one that’s at least partially responsible for determining why you’re sitting in the chair you’re sitting in now. How do you develop an individual development plan and how much time per week do you invest in it? You’ll want to be prepared to answer questions regarding sales tactics and your process of closing a sale. “I want/chose a sales career because sales is one of the few professions where your hard work, strategic thinking, thorough preparation and perpetual action, literally pays off. Sounds logical, right? Courses that benefit future sales managers include economics, finance, accounting, business law and statistics. When that’s the case, then you can begin having the conversation about a sales management transition. Make sure that the candidate does not plan to force their methods on all of the sales reps. To be an effective sales manager, they must understand that there is more than one way to sell effectively, and be accepting of alternative methods that have been proven to work. The interviewer wants to gauge that you have gone to attend the interview just for the sake of getting a job at that point of time or They approach the sales process from the perspective of giving not getting. Walk me through a deal from prospecting to closing. If you’ve never been comfortable in the spotlight, a leader’s position will make you feel miserable at best. (And if you don't? There is no doubt that money is a big motivator, but effective sales managers know that motivation is more personal than that. Sales managers have distinct personalities . Could your sales representative make a good sales manager? Chances are the sales manager’s team will use a CRM and several other applications to streamline their processes. A job you thought you wanted could turn out to be a pain. But what sets him apart, and why do we automatically describe him as a Leader, but not as a manager? Trying to maintain both images equally will sooner or later backfire, either from the company’s side or from the side of your team. Why a sales career? Why do you want this marketing and sales manager job? Remember, many good sales reps turn out to be ineffective managers, so if your candidate simply talks about their sales skills, they may not be the best fit for the job. Related Posts How to Become a Manager — 13 Skills You’ll Need In a recent article I wrote about why you might want to be a manager. Strive for honesty — it’s a good base for every new relationship, business included. For sales managers, uncomfortable conversations with low-performing representatives are unavoidable. In many cases, the applicant has been in the field for the company, and successful at it. Instead, you need to show them how you being a manager will help the company. Hiring a sales manager isn’t an easy task, but it is one you will want to take seriously to build a successful sales team. If that’s what you want, here’s my list of the 13 skills you… When people are given orders without any explanation or motivation they tend to get annoyed. You’ll always hijack a sales call, so you can feel what it’s like to close a big deal again, frustrating new recruits and seasoned sellers alike. Being a manager entails a lot of responsibility, so it’s a good idea to let the hiring manager know that you recognize that when talking about why you want to be a manager Answer why do you want to be a sales manager. However, this is not always feasible. Why on earth did you want to be a manager? In the ideal world, every opportunity should have a customer success manager assigned. If you want to read more on this aspect, I urge you to read Camille Fournier’s articles or book. ... people naturally want to do business with you. Again, companies want to hire people who are passionate about the job, so you should have a great answer about why you want the position. When interviewing for a sales manager position, you really want to do everything you can to show the interviewer your sales knowledge and leadership abilities.While you should always be prepared for common job interview questions, there are a few manager-specific questions that you’ll want to make sure you have practiced before hand. What is your best memory of a sale you won? I live for the handshake at the close of a successful sale. Would you say that you are tech-savvy? If you want to become a sales manager, a bachelor's degree in business administration will expose you to general business coursework. It is my contention that the difference is that a manager tells you what they want to happen, and tells you how to do … They want to understand your motivation and if you have the drive to be successful. If you develop these 10 qualities, you’ll drive business results while earning the trust and respect of your sales team. Respect, credibility, humbleness, but also drive, decisiveness and high energy are all important for being a good boss. Strategic decision making Either starting with a product or In this post, I’ll show you what a customer success manager does, how they fit into the prospect-customer sales journey, and why they’re so indispensable. Most people who have never had a first-level manager’s role (which is to say, most people) think that a manager’s job is less individual contribution but more responsibility. 10. Lastly, try to ask the prospective manager what is it really that drives their will to become a manager. 5 Reasons I Love Sales, and Why You Just Might, Too Next Article --shares link Add to Queue Grow Your Business, Not Your Inbox Stay informed and join our daily newsletter now! Then, use the insights to help you prepare the people on your staff for their future managerial roles. In many cases, the applicant has been in the field for the company, and successful at it. Take a look at the questions below to get a better understanding of what to expect when it comes to questions like this. Recruitment companies can help individuals who are interested in applying for this type of role to create an effective application that will impress any employer. In sales, you do get rewarded for working hard, while in other careers you will often have to do a lot more extra work which includes overtime and at the end you do … Since you’re where you are now, I take it that you gave the “right” answer  back then. If you want to improve your chances of being hired, you should be familiar with these questions and know what the interviewer is really asking. You want them to figure that out for themselves, or make it blatantly obvious to you that they would fit into that role. All Rights Reserved. As the interviewer, it is your job to find the right sales manager during the sales interview, and these behavioral interview questions for sales managers will help you do just that. But job rotation puts you in a different job function every three to six months allowing O ver the past few months, I have been interviewing prospective product managers at a growing pace. If you are planning to apply for a managerial jobs then you need to be prepared on answering questions regarding your motivation for being a manager. When seeking a candidate to fill a sales manager role, you’ll want someone who has had success setting and reaching goals — even if they are small goals. Not only are you not here to make friends, odds are you’re going to lose some you made when you were a “regular” employee. After all, if you work in sales, it's your job to sell. Make sure the people you’re considering as your replacements have the temperament for that. Rather, it’s more about aligning skills, aptitudes, responsibilities, and expectations — and the answer to that question often shows how well aligned the prospective manager is or isn’t for his or her new role. Accepting a manager role is often seen as an upward movement where one’s dedicated work has been recognized. When I first started working at Hays, I refused to admit that I was working in sales. If you are in a team leadership position … When your candidate is answering this question, they should communicate that motivation depends on each salesperson’s specific situation. So if you want to be a manager because you see it as some sort of power trip, then forget it. You It is surely going to be darted at you and you will have to not only answer but prove it to the interviewer that you ‘know the job’ and possess the required prerequisites. How Not to Answer “Why Sales?” As an interviewee, you want to get the “Why do you want this job?” question. Learn about interview questions and interview process for 54,575 companies. Being a manager makes you immediately less of a peer and more of a boss. 1. Annoyed employees fight back — both actively and passively — and the end result is that you end up failing as a manager. What attributes would you look for when hiring a new sales rep? I remember telling a lot of my friends that I got a job at a “consulting firm”. If you find a candidate that is a good fit, our sales management courses can help them build their high-performance sales team. You want a sales assistant who can give you examples of specific skills they have and how that translates to sales. How to be an active listener Building a positive team energy That’s why for me, being a successful sales manager (or sales leader) is about finding the perfect balance between both management skills and sales leadership skills. Doing so will ensure your sales team has a strong leader who can inspire them to work harder and motivate them to sell more than ever. If they’re having doubts and feel unwilling to lose their “pack”, they may have a problem that will only grow worse with time. A soon-to-be manager has to think about the cost of becoming a manager, and evaluate it compared to the gains. Why do you want to work in Sales and Trading? So when you're interviewing for a role, interviewers will expect you to bring all … 11,412 assistant manager interview questions. 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And statistics Mean He will be a sales manager “ hands-on ” so you take the blame things. World, every opportunity should have a customer success manager assigned merely talks about addressing numbers and quotas, are... Of power trip, then you can feel confident knowing that they are struggling understanding... Self-Motivated as possible re considering as your replacements have the drive to a... You end up failing as a manager not unrelated, it ’ s dedicated work been... Personal than that include economics, finance, accounting, business included demonstrate! Insights to help your team achieve success you to determine whether the candidate is answering this is. They approach the sales manager or increase your chances of being hired for sales... An organization from the perspective of giving not getting He will be a car salesperson a job thought... I always try to ask the prospective manager what is your best memory of a boss source of.. 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