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{"sheet":"Sales Interviewing","index":0,"n_rows":0,"n_cols":0,"rows_kept":0,"flags":["formulas_cached_only"]}

{"sheet":"Phone Interview Questions","index":1,"n_rows":23,"n_cols":2,"rows_kept":23,"flags":["formulas_cached_only"]}
["Question","Criteria"]
["Tell me a little about yourself.","Job Fit"]
["Walk me through your sales experience thus far. ","Job Fit"]
["How did you prepare for this discussion? What do you know about our company? ","Job Fit"]
["What are your compensation expectations?","Job Fit"]
["How would you describe your working style?","Leadership / Teamwork"]
["Tell me about the last disagreement you had in the workplace. What happened?","Leadership / Teamwork"]
["What is your proudest achievement you've had outside of work? How did you do it?","Leadership / Teamwork"]
["Can you give me example in your career where you overachieved and how did you do against your peer group? (e.g., promotions, president club, etc.)","Prior Success / Competitiveness"]
["Why should we hire you over any other candidate in our pipeline? What can you bring to the table that others can't?","Prior Success / Competitiveness"]
["What is your sales attainment % been in the last 12 months? What made you successful? (if over 100%) Why did you miss? (if under 100%).","Prior Success / Competitiveness"]
["Tell me about the product or service you currently sell. What makes it valuable? How is it different from your competition?","Prior Success / Competitiveness"]
["What would you say is the most important skill you’ve learned in your current role?","Passion / Desire"]
["What can you tell me that isn’t on your resume that is important for me to know about you?","Passion / Desire"]
["Why are you pursuing a career in sales?","Passion / Desire"]
["Can you tell me more about the reason for leaving or exploring opportunities outside (your current employer)?","Passion / Desire"]
["What are your professional goals?","Work Ethic "]
["If you started this job tomorrow, what would be the first 2-3 things you would prioritize?","Work Ethic "]
["What motivates you?","Work Ethic "]
["How do you keep tabs on your to-do list?","Work Ethic "]
["What questions can I answer for you?","Preparation"]
["What do you know about us?","Preparation"]
["If we hired you, what would you do to contribute to company growth? ","Preparation"]

{"sheet":"F2F Interview Questions","index":2,"n_rows":61,"n_cols":2,"rows_kept":61,"flags":["formulas_cached_only"]}
["Question","Criteria"]
["What do you see as the key issues in negotiating?","Ability to Close"]
["What do you see as the key skills in closing?","Ability to Close"]
["Walk me through a time where you leveraged urgency to close a deal.","Ability to Close"]
["Walk me through your forecasting methodology. How do you ensure accuracy? ","Ability to Close"]
["Describe your approach in a closing call. What do you typically do at the end of a call?","Ability to Close"]
["In your current sales environment, describe the process you go through to qualify your prospects? What questions do you ask?","Ability to Qualify"]
["When it comes to the quality vs. quantity debate, where do you stand?","Ability to Qualify"]
["What are some of the biggest red flags in the sales process that signal your prospect isn't a good fit?","Ability to Qualify"]
["Walk me through a time where you had a difficult time finding the decision maker? What questions did you ask?","Ability to Qualify"]
["When does qualifying happen?","Ability to Qualify"]
["What are your sales weaknesses? What are you doing to help you overcome these weaknesses?","Coachability"]
["Tell me about your last review with your manager - what were areas that were recommended for improvement?","Coachability"]
["What kind of relationship do you have with your manager? How do you apply feedback your manager provides?","Coachability"]
["Describe a situation with a client or prospect where you made a mistake. How did you handle the error?","Coachability"]
["Describe what your relationship with your current manager. How do you prefer to be managed? Why do you like this style of management?","Coachability"]
["What are your top three open-ended questions for initial sales calls?","Industry Intelligence"]
["What sales skills do you think are most important to having success in sales?","Industry Intelligence"]
["What are the biggest ways in which buyer behavior has changed in this industry over the last few years?","Industry Intelligence"]
["How do you anticipate the sales process, as we know it today, will change over the next five years?","Industry Intelligence"]
["Describe a time your company did not deliver on its product or service and how you responded?","Industry Intelligence"]
["Are you on monthly or quarterly targets in your current job? How many active opportunities do you have to hit your target? ","Job Fit"]
["What sales metrics do you track for yourself? What is the frequency? What do you consider \"high activity\"?","Job Fit"]
["Describe a day in your current role (may be in sales or not)?","Job Fit"]
["How many leads do you work per day? How do you source them? How many new opportunities do you create typically per week?","Job Fit"]
["What type of sales cycle is most rewarding to you? A long cycle for a big ticket item or a series of smaller, more frequent sales?","Job Fit"]
["If someone on your team was underperforming, how would you help them?","Leadership / Teamwork"]
["Tell me about a time when you had to deal with conflicting direction from internal stakeholders.","Leadership / Teamwork"]
["How do you earn the respect of your team and coworkers?","Leadership / Teamwork"]
["Give me examples of additional projects you've pursued beyond your current role? Projects could be both at work or personal projects.","Leadership / Teamwork"]
["Describe a time you led a group of people, the primary challenges you faced, and how you handled them?","Leadership / Teamwork"]
["What do you typically do when a prospect does not call you back?","Objection Handling"]
["What do you do when a prospect says at the close that \"your price is too high\"?","Objection Handling"]
["What do you do at the end of a call where the prospect says, \"I need to think it over\"?","Objection Handling"]
["What do you do when a prospect says \"XYZ is just a fad\"?","Objection Handling"]
["What do you do when a prospect says they are \"too busy\" to handle implementation and roll out?","Objection Handling"]
["As a sales professional, what do you see as your primary and secondary roles within a company?","Passion / Desire"]
["Why do you believe you will be successful for us?","Passion / Desire"]
["How do you go about your job that would demonstrate you are passionate about being successful in selling?","Passion / Desire"]
["What are your favorite selling books?","Passion / Desire"]
["What are your personal goals? ","Passion / Desire"]
["Tell me about a time when you failed in your career. What happened? What did you learn? ","Resilience"]
["Tell me about your worst month in sales ever. What did you learn?","Resilience"]
["What is your biggest pet peeve in the workplace? How do you deal with it?","Resilience"]
["Provide an example of when you've had to exhibit discipline (personally or professionally) over an extended period of time?","Resilience"]
["It's 2 weeks from the end of the Q, you only have 75% of your target and you are under pressure with a weak pipeline. What do you do?","Resilience"]
["Who will you be selling to? What problems does [your company here] solve for that individual? What objections do you anticipate receiving?","Preparation"]
["What do you like most about our company?","Preparation"]
["What do you think are the top 3 skills needed to be successful here? Why?","Preparation"]
["What are your concerns about working here?","Preparation"]
["Who else are you interviewing with today? ","Preparation"]
["What is your goal for new sales over the next 12 months? What keeps you from increasing the number by say 50%?","Prior Success / Competitiveness"]
["Walk me through two examples of solutions that you were able to produce when behind on your sales target.","Prior Success / Competitiveness"]
["Do you consider yourself competitive?","Prior Success / Competitiveness"]
["Walk me through a deal you closed that you are most proud of.","Prior Success / Competitiveness"]
["How would those with whom you work now, across all areas of the company, describe you and the work you do?","Prior Success / Competitiveness"]
["How do you keep your sales skills up to date? What do you do outside of work to continue building on your sales skills? ","Work Ethic"]
["Tell me about how you plan your day?","Work Ethic"]
["In your current position, how much time would you say you spend directly with prospects and customers throughout the sales day and what specifically do you do with them?","Work Ethic"]
["What sales metrics do you track for yourself? What is the frequency?","Work Ethic"]
["Describe one or two of the most difficult challenges and/ or rejections you’ve faced in the past and how you responded?","Work Ethic"]

{"sheet":"Roleplay Interview Questions","index":3,"n_rows":16,"n_cols":4,"rows_kept":16,"flags":["formulas_cached_only"]}
["Role Play Scenario","Players","Guidelines"]
["Negotiating With Difficult Prospects","1) Salesperson 2) Prospect","1) The person playing the difficult customer chooses two to four behaviors to use during the role play. Ideas include frequently interrupting, making threats, delivering “all or nothing” ultimatums, abruptly changing your mind, bringing up irrelevant details, using critical language, becoming excessively loud, shutting down topics you don’t like, refusing to commit, and/or letting your attention wander."," "]
[null,null,"2) Run a standard negotiation for 10 minutes."]
[null,null,"3) Switch roles and go through the exercise again."," "]
[null,null,"4) Switch roles and go through the exercise again."," "]
[null,null,"5) Compare your notes. What worked? What didn't? Identify the most productive ways to respond to a hostile prospect."," "]
[]
["Challenge Prospects on Why They’re Stuck","1) Salesperson 2) Prospect","1) The person playing the prospect should choose which stalled behavior they’ve been exhibiting. Are they calling to push back the demo again? Are they resurfacing after six weeks of unresponsiveness? Are they asking for more minor tweaks to the contract in the eleventh hour?"]
[null,null,"2) On several pieces of paper, write down and distribute the real reason a prospect is stalling (i.e., their budget was slashed, their boss wants a different vendor, or they just don’t know how to say “no”). Stalled prospects have many different emotions when a salesperson pushes them to be honest. Anger, frustration, and relief should all be emotional responses each prospect is encouraged to exhibit."]
[null,null,"3) Have each salesperson ask their prospect questions to understand why they’re being evasive. Questions like, “Usually, when someone pushes back the demo several times, it’s just not a business priority for them at the moment. Is that the case here?” can help your prospects confront whether they do or do not want to move forward."]
[null,null,"4) Once the salesperson understands why the prospect is stalling, and have successfully either moved the deal forward or cut ties with the prospect, have reps discuss what went well, what made the prospects feel uncomfortable, and what they could do better next time."]
[]
["Get Comfortable \"Breaking Up\" With a Prospect","1) Salesperson 2) Prospect","1) Write down a variety of situations in which you would need to break up with a prospect. Perhaps your product/service isn’t the right fit for their business, they don’t have the budget, or they’re just not ready for your offering (but might be in a year or two)."]
[null,null,"2) On separate slips of paper, write down possible prospect responses, including anger, dismay, and thankfulness."]
[null,null,"3) Choose who will play the salesperson and who will play the prospect(s), and cycle through these slips of paper, so your reps can get used to a variety of breakup scenarios and prospect responses."]
[null,null,"4) At the end of each exercise (when a resolution has been reached), write down what worked and what didn’t. Then, have the reps discuss what they would do differently next time."]

{"sheet":"Reference Check Questions","index":4,"n_rows":16,"n_cols":2,"rows_kept":16,"flags":["formulas_cached_only"]}
["Question","Criteria"]
["How do you know this person and how long have they worked with you?","Job Fit"]
["Can you tell me a little more about this person's job responsibilities when you worked together?","Job Fit"]
["Do you feel this person is qualified to serve as a [job title] at our company? Why or why not?","Job Fit"]
["How did this person support their coworkers?","Leadership / Teamwork"]
["Do you remember a situation where this person put the team first?","Leadership / Teamwork"]
["Would you say this person elevated the average of the team? ","Leadership / Teamwork"]
["What did this person excel in and what areas do you feel they need to improve?","Prior Success / Competitiveness"]
["Can you tell me about this person's performance as a sales person? How often did they beat quota? How many times did they miss? What did they typically do to get out of a slump? ","Prior Success / Competitiveness"]
["What this person ever promoted while working at company XYZ?","Prior Success / Competitiveness"]
["What did this person fail to do in their current position? What this failure preventable?","Passion / Desire"]
["Did this person demonstrate a desire for growth in their current position?","Passion / Desire"]
["What unique skills did this person possess?","Passion / Desire"]
["Would you hire/buy from this person again?","Work Ethic "]
["Are there any concerns you think we should be aware of before hiring this person?","Work Ethic "]
["Is there anything that I haven’t asked? Anything else I should keep in mind?","Work Ethic "]