My Top 4 Interview Questions

Welcome to my first ever article. As a reminder I am by no means an expert in hiring but I take the process very seriously. I also think the best way to get creative answers is to ask creative questions. The following four questions have been asked to every single candidate that I have ever hired.

Question 1 - What is your competitive advantage?

I ask this question to see how well the candidate understands what has led to their previous successes. I don’t like when people say that they are the hardest worker. This could be true but that doesn’t really tell me anything about how they will win deals or what makes them great. It’s also not unique. No one is going to tell you they aren’t the hardest worker. I’m looking for something creative that will help me understand how you think about gaining an edge.

This is is how I would answer the question, “My competitive advantage is becoming a product expert. I always spend considerable time understanding the complexities of our offering and all the anticipated challenges that our prospects face. This helps during the sales process because I am able to better connect with prospects and make them feel like I know what it’s like to be in their shoes.” If you can use an example, it’s even better!

Question 2 - What are your “must haves” in your next role?

You might think by saying “a computer and a lead list” I will be impressed but I won’t. I’m not looking for a someone who thinks that can just get after it and “crush shit.” I’m looking for someone that can describe the environment that thrive in. Here is an answer that I would like, “Training and ongoing development is critical for my success. I like a place where I can ask a lot of questions without annoying people. I also appreciate a team that’s competitive but collaborative at the same time.”

Question 3 - What do you expect from me?

This can be a tough question because candidates don’t want to sound like they’re telling me what to do but that’s exactly what I want them to do here. How do you like to be led, encouraged? What makes you feel most empowered? Candidates that know the answers to these questions are not only in tune with their success but they also understand how to leverage others. Here is an answer that I got recently, “I like direct feedback. Please don’t wait for formal reviews. If there is a way to get better, I want to know it.”

Question 4 - What do you think the hardest part of this job is going to be?

This is a bit of a tricky question because candidates try to be careful not to admit that they might struggle. They want to project confidence but they can’t say “nothing” so they’re conflicted. The truth is, there’s nothing wrong with admitting something is challenging. My job is hard as hell but I recognize that and the challenges rarely catch me off guard. I’m looking for answers that tell me that candidates are aware of the challenges because there is power in awareness. It also makes me confident that they will prioritize the necessary time and effort.

Here is an answer I would like, “The most challenging part of this role will be becoming a product expert. I understand there are some technical aspects that will take me a little time to truly understand. During my first 30 days, I will make sure to spend extra time learning the product and coming up with questions to ask.”

You might realize a theme in my answers. If there’s one thing I really look for in candidates, its awareness. I know you’ve had success. Do you know exactly what contributed to that success?Do you have a way to replicate it here and are you clear on how our team help?

I realize that not all hiring managers will ask these questions but I hope this gives you a little insight into why certain questions are asked and how to think about your answers.