How To Crush a Sales Job Interview (In 4 Steps)
30 Minutes to President's Club
Zero theory or mindset discussions here; just actionable sales tactics that will win you deals today.
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I've interviewed over 500 sales reps in my career...
Most reps have no idea how to sell themselves in a job interview.
They drone on for 5 hours when you ask them to walk you through their resume, then give nothing but fluff when they're asked to explain how they run a discovery call.
If you can't sell yourself... how can you expect a company to let you sell for them?
So today, I'm sharing how the top 1% reps ace each part of the sales interview:
Let’s get after it.
1: The Prep: Win the Interview Before It Starts
Just like on a sales call -- you can set yourself apart from all the average reps by showing you went above and beyond on the interview preparation.
Here are 4 ways to create a halo effect around yourself before the interview starts:
When you share these things early in the process, the entire demeanor of the interview changes because you set the tone that you're not going through the motions like every other mediocre candidate out there.
2: The Background Questions: Focus on the high points, transitions, then shut up!!!
Once the interview starts, you're typically asked background questions before the team gets into sales-oriented questions.
The single most common complaint I hear from interviewers is that reps ramble on for 10 minutes when asked to walk through their resume.
My rule of thumb is to focus on one high point per role and each key transition when walking through your resume and get through the whole thing under 90 seconds (time it!).
For example, I talk about my Carta experience like this:
High Point (#1 AE): I became the #1 AE at Carta -- and while I was good at a lot of things, it was because I had the ability to generate more pipeline than anyone else.
Transition: New VP of Sales joined and said "ok bud, what's your secret?" Next thing I knew, he put me in charge of the whole SDR organization.
High Point (Head of SDR): And over the next year we doubled the team size but tripled pipeline generation and revamped our whole outreach strategy.
Transition: And that's when I made Director to run all of SMB sales too.
Focusing on high points and transitions allows you to stitch your accolades into a story without droning on for 17 years.
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From there, here are 3 other common background questions you'll get:
A note on the ethics: Don't lie on the last one. A smart employer will backchannel you and instantly rescind the offer when they find out. You're better off owning the fact that you're looking in the mirror and coming up with a rock solid plan to turn it around.
3: The Sales Questions: Break everything into 3 steps and give them the "perfect bite"
From here, you'll start to get sales questions like:
I find that most reps give me verbal diarrhea when explaining their sales process and truly have no clue why they are doing what they are doing.
In coaching sales teams and creating content for 30MPC, the #1 most important skill for me to master was breaking things down in a way that's easy for people to understand.
Instead of walking each question, here's how I answer any sales interview question:
2 minutes is the "perfect bite" answer. Give yourself enough time to highlight each step and give a tactical example while leaving some meat on the bone for follow-up questions.
Pro Tip: I "job interview" people the same way I "30MPC interview" people. Listen to the Hall of Fame 30MPC guests and how they answer our questions -- that's your goal.
4: The Rep's Questions: Don't ask the same questions as everyone else... and close them!
Toward the end of the interview, it's your turn to ask questions.
Instead of asking BS questions like "tell me about the company culture," here are 3 types of questions I like to ask.
PS: This is not the time to ask about quota attainment, accelerators, or free snacks. Ask that stuff towards the end of the process once you’ve gotten the offer.
And lastly, always send a thank you email within 30 minutes of the interview. Managers submit feedback quickly to keep things moving and you want them to see it before it's too late. (Bonus Points: Include where you thought you could've done better)
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That's a wrap folks!
If you liked this, we had a 10/10 podcast on how to nail a sales job interview with Adam Ochart, a top 1% sales leader at Gong and multiple time 30MPC guest.
Let me know if you want more career-oriented stuff like this and we'll keep it coming!
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Cheers folks.
-AF