Summary
| Individual Contributor | Manager | |
|---|---|---|
| Job Based Questions | 1️⃣ Describe a situation where you proactively adjusted a customer's offer for their benefit. | |
| 1️⃣ A new customer who is very important to the company has just signed a contract. After how long do you take stock, how do you build it and how do you build the relationship? | ||
| 2️⃣ When you join us, you are entrusted with a portfolio of 100 clients. How do you manage this portfolio? | 2️⃣ According to the analysis of your KPIs, your churn rate has increased by 10% compared to the last quarter. What are you doing, what actions are you implementing, etc.? | |
| 3️⃣ Let's say a customer contacts you because they are unhappy with your services and would like to cancel their offer. How do you proceed? | 3️⃣ A new paid feature is now available, how do you distribute it and make it adopted by your customers? |
| Individual Contributor | Manager | |
|---|---|---|
| Job Based Questions | 1️⃣ How would you explain to your managers that you lost a very high potential sale? | 1️⃣ How do you build forecasts and present them to the entire sales department? |
| 2️⃣ Tell me about a time when you managed to sign a contract when the client was reluctant. | 2️⃣Suppose one of your subordinates has not been on target for 3 months, how will you handle the situation? | |
| 3️⃣ Let's say that after the pitch about your product, the prospect tells you that he doesn't need your tool because he already has the same thing with one of your competitors. What pitch will you use? | 3️⃣ Tell me about a time when you were able to overcome a client's objections. |
| Individual Contributor | Manager | |
|---|---|---|
| Job Based Questions | 1️⃣ Suppose you need to sign 20 new contracts in 1 month. How are you going to do that? | 1️⃣ Your team hasn't reached its sales targets for 3 months. What do you do? |
| 2️⃣ You are about to sign a contract with a big customer and he tells you that one of your competitors offers him a 20% cheaper deal. What do you do? | 2️⃣ If you were to double the number of sales you currently make with the same number of employees, how would you go about it? | |