The sales manager is looking for someone who analyzes what actions must be taken in order to produce a certain level of sales, and how those sales can be steadily increased over time.
Create a table projecting monthly sales goals, the number of transactions required to meet those goals, and explain how you plan to achieve those transactions.
Outline the details of your target customers and describe what makes them want to buy.
Or is your charming personality and ability to sell your greatest asset?
Estimate how many sales you need to close in order to make an average month's commission income, and infer how many customer contacts that requires if you only sell to one out of every 10 customers.
Your numbers are off, but you showed me you’ve done your homework and that you can defend your plans.
Welcome aboard.” When I tell this story, what I always find surprising is how surprised the executives in the audience are to hear this idea. It just never occurred to them that it’s also the best way to land a new job.My favorite answers: “the budget” and “how much salary he wants.” What Gerry actually wrote down was his estimate—based on his plan—of how much profit he thought he could bring to the bottom line.(We covered some of the details of this interview approach in “Salary Surveys: How To Prove You’re Worth More Money.”) When Gerry was done, the exec left the room and came back with four other managers.What are the features and benefits of the product that will appeal to these target customers, and how will you attract them to do business with you?Support your plan with examples from your previous sales experience.I suggest you print it and tape it to your wall, then read it before every job interview you conduct.Volpe explains, step by step, how to get marketing candidates to show you a plan for how they’ll do a job.I told him to prepare like he was proposing starting a new business and to show up with a compelling plan that he could explain in 10 minutes.So he entered the room and offered to do a traditional interview, but he also asked the VP of marketing’s permission to go to the whiteboard to do his presentation. Gerry quickly outlined his understanding of the company’s market, the problems and challenges it faced, and his brief plan about how to build the business. At this point in my biz school presentations, I ask the audience what they think the number is.• Choose one of two new designs for our company home page. He wants to see that the applicant has done what Gerry did—come prepared with a full understanding of Hub Spot and a defensible plan about how to make the company better.“Half the company likes one, and the other half of the company likes the other. We discussed another approach to this hands-on type of interview in “Hire For Profit.” The best job interviews aren’t interviews—they’re stand-and-deliver challenges where you’re actually doing the work.