Here are key questions to ask when you are interviewing for a new sales job/role:

1 - Role

• How am I being judged?
  • AM/AE/SDR
• What does success look like for this role specifically?
• What does day to day look like
  • phone calls
  • emails
  • meetings
• What are expectations
  • Daily/weekly/monthly/annually
• What would the best performer look like
  • Is anyone doing that? Can I talk to them?

2 - Book of Business

How big is my book of business?

How many accounts am I managing?

• are they warm? Cold?

What does the account structure look like?

• size of each? % breakdown

Existing opps in accounts?

• growth/upsell?

3 - Product

• - What am I selling
• - Does it work
• - How good is it
• - Why do we win deals
• - What do people love
• - Competitive Landscape
• - Churn?

4 - Sales Cycle

• What are average sales cycles?
• Timeline
• What is the average deal size
  • What is velocity
• How are we getting leads?
  • Are they high-quality
• Process
  • walk me thru specifically what full sales cycle looks like
  • timeline/processes/touch points/parties involved
  • conversion percentage as folks progress thru pipeline

5 - Compensation

• How am I being paid
• Base vs. Commission breakdown
• Who is hitting plan? What % of folks?
• Bonus structure/payout specifics

6 - Team

• What does org structure look like?
• Who reports to me
• Who do I report to
• Paths to growth
• Who else will I work with
• What does access look like
• How open are lines of communication
• Support
  • technical/other
• Mentorship
  • Anyone besides my boss?
  • Peers? Nice to have people who do the same job well showing you the ropes

7 - Other

• CRM
  • historical data
  • communications between myself and clients in the past
• Training
  • What exists?
  • Programs? Materials? Documentation

Good starting spot :)

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