Territory Sales Manager (9480)

Time

is precious.
Work somewhere you love.

This is the most common interview question that candidates make mistakes answering. You either:

Share too much information, turning the interview into a therapy session.
Share too little, giving the impression of a disinterested tire kicker.
There is one correct way to answer this question, and it is done in two parts: push and pull.

Tell what is pushing you to make a change. Keep this as concise and convincing as possible.
Share what is pulling you toward the specific opportunity for which you are interviewing. Completing the answer with the “pull” moves the conversation on and refocuses it back to the company.
2

Do you know your transferable skills?

Your transferable skills are the most important assets you will communicate to a potential employer. While your channel knowledge, key customers, and relationships may come with you when you leave, it is the sales process you utilized to be successful that will carry over. It’s important to answer the question: “How do you set up your day/week/month, and for which customers and markets?”

If you increased sales dramatically, be able to share the strategy you implemented to achieve the increase. The difficult task of interviewing is to look back on your current or past position and think critically about it.

3
Why did you leave?

Up to this point, your career is a story. Every story, including yours, has a beginning, middle, and end. The degree to which you can concisely communicate it as a narrative will impact your success in interviewing:

Who was your boss in your previous role?
What would they say about you today?
Why did you leave?
Did you address your concerns with your manager prior to leaving?
Having concise and convincing answers to these questions with each of your previous employers will better prepare you to share your career as a story. It will also expel the notion that you are fabricating an answer because you will not have to scramble for the details as you tell it.

4
How much do you want to make?

When potential employers bring up money, it is great news because it is a buying sign! Answered incorrectly, this question has the potential to price you out of the position or leave money on the table. In our experience, the best way to approach the topic of compensation is the following:

“I’m glad you asked because it is an important question. Currently, my base salary is X and last year my W2 was Y. I will likely make Z this year. You and your organization seem like a great place to work, and I’m confident that you’d make me a great offer.”

If answered this way, the company will likely not ask the question again. It will also give us an opportunity to negotiate a strong offer on your behalf.

Looking for tips for your next interview?

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