SaaSam

Account Executive

Acclaimed Answer

Stole this from a LinkedIn post but it's actually good advice. For all of us going through interviews.

The questions you must ask now a days when interviewing for a sales role:

- What's the average quota attainment across the team?

- What's the current earnings of the median rep (50th percentile)?

- How many reps have you promoted internally in the last year?

- How many reps did you let go in the last year?

- What's the average tenure of reps at your company?

- What's the ideal customer profile? [Then go check their website and see if the marketing matches the answer at all or not]

- What's the average deal size, close rate, MQL to SQL conversion and ramp time?

- What's the compensation during ramp? [Should be a non-recoverable draw for at least the first 1-3 months, otherwise they're throwing you in the deep end without a life preserver]

- How often are team trainings? How often are call reviews done? [The answer should be weekly, otherwise they're not taking continuous training seriously]

- What formal training is given to #management? How are they judged beyond revenue performance? [This tells you if they just have dashboard managers or well trained people managers]

- What's the current gross churn rate of customers? [How many customers leave]

If the hiring manager doesn't know the answers to these questions, that tells you something right there.

Edit--

Credit to Belal Batrawy. (Thanks for the reminder Q5)

🤝 Interviewing/Offer

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26 comments

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InQ5WeTrust

Arsonist

14

No marketing, mayo isn't an MQL

At least give credit to the guy. Belal Batrawy, posts a bunch of great content on Linkedin, clearly someone who has actually sold instead of just claiming to.

SaaSam

Politicker

0

Account Executive

Yes thank you for the reminder! Party foul.

InQ5WeTrust

Arsonist

5

No marketing, mayo isn't an MQL

S'all good my man - his advice would just help a bunch of peeps here :)

SaaSam

Politicker

1

Account Executive

Definitely! The dude knows what he's talking about. Unlike 99.9% of LinkedIn "influencers" who just vomit dumb ass no brainer quotes.

CuriousFox

WR Officer

1

🦊

Thanks for this I'll be sure to check him out.

Jerry_the_cheese

Valued Contributor

0

Sales Manager - Pharma

Thank you for sharing this, I've given him a follow

paddy

WR Officer

9

Director of Business Development

Compensation during ramp is totally a warranted question. I learned this the hard way when a former boss told me I didn't need to close anything in the first 2-3 months but then was scrambling to help me find revenue after 3 months and got mad that I wasn't "at quota''. Thanks for sharing this.

SaaSam

Politicker

1

Account Executive

I feel this one. Was sold the same bag of shit in the past as well. Was threatened with all kinds of shit if I didn't make quota during the months I "wasn't expected to close anything"

paddy

WR Officer

4

Director of Business Development

There's a special place in hell for people like this.

SaaSam

Politicker

1

Account Executive

Yessir, right under the devil's taint.

BmajoR

Arsonist

3

Account Executive

It's a lower part of hell than even you belong in.

CuriousFox

WR Officer

1

🦊

🤣☠

Jerry_the_cheese

Valued Contributor

0

Sales Manager - Pharma

This is a new term to me, what does "during ramp" mean?

UrAssIsSaaS

Arsonist

4

SaaS Eater

I love the question about how managers are being trained. Should give you some really strong insight if you are going to work for a manager or a solid people leader, or least a company that cares about leading people correctly.

Diablo

Politicker

2

Sr. AE

I liked all the questions but answers.... naah (employers do play with words and paint the picture they want us to see.. Not all for sure)

someoneinsales

Tycoon

1

Director of Sales

These are great questions to ask at majority of companies. However, if you want to join a early stage start up as a first rep (seed or early series A), a lot of these questions are still being figured out.

Always understand what the real expectations are and if they are achievable.

SaaSam

Politicker

3

Account Executive

Right, definitely need to know your audience during an interview.

UrAssIsSaaS

Arsonist

3

SaaS Eater

Good perspective, pick and choose which ones to ask based on who you are talking to but a solid question bank none the less.

Gyro25

Notorious Answer

1

Account Executive

I like this. In the 1/10 times something isnt cringe crap on LinkedIn, this is that one.

sellingsellssold

Politicker

1

SDR

Super helpful, thank you for sharing this!

SaaSam

Politicker

0

Account Executive

This guy posts good shit. Definitely worth a follow

DungeonsNDemos

Big Shot

1

Rolling 20's all day

I'll have to go follow Belal, but thank you for sharing. These are solid questions that will be helpful. I feel like they are the questions we know to ask, but having them written down makes sure we don't miss anything.

jefe

Arsonist

1

🍁

Agreed - definitely giving him a follow.

IYNFYL

Politicker

0

Enterprise SaaS AE

Number question I ask, especially in Sales roles is who is your competition, where are you in the marketplace and why? You would be surprised how many sales managers can’t answer that question which should raise red flags

FattySnacks

Politicker

0

Senior Account Executive

@VMafia peep this

ZachYak

Catalyst

0

Sales Guru

Here are some around team and culture

1. What types of skills is the team missing that you’re looking to fill with a new hire?

2. What metrics or goals will my performance be evaluated against?

3. What are the current challenges the team is facing? What are you doing as a leader to address them?

4. What gets you most excited about the company’s future?

5. What’s different about working here than anywhere else you’ve worked?

7. How has the company changed since you joined?

8. How does the team I’ll be part of continue to grow professionally?

9. Where have successful employees moved on to?

10. Is there anything I can clarify for you about my qualifications?

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