When entering your interview process, there are many things for you to consider. Smart sellers know the company you join matters more than the product you sell.
With so much to figure out we have listed questions for you to ask. Ideally you get through some of these in conversations, but many of them you can learn from others not directly involved in the hiring process.
Pluck a few from the list below to get a much better picture of your future workplace. Below you will find a table of which questions you can ask when, and more importantly, how you can find these from more than just the hiring manager.
Company Insight and Strategy
Can you describe the overall culture within your company?
What are the foundational values that drive your company?
What's your approach to diversity and inclusion in the workplace?
Could you outline the long-term vision and objectives of the company?
How does the company intend to evolve or grow in the future?
Are there any plans for expansion into new markets or regions?
Can you discuss any upcoming product enhancements or new releases?
What are the major market trends influencing your sales strategy?
Sales Process and Customer Interaction
What is the average size and duration of a typical sales deal?
Can you break down the market segments you primarily target?
How do you balance between inbound and outbound sales efforts?
What's the usual structure of your sales cycle and who are the typical buyers?
How do you differentiate from your competitors in the market?
What's the most challenging objection you commonly face?
What aspects of your product do customers appreciate the most?
Sales Team Dynamics and Support
What is the average length of service among your sales team?
How does the sales team collaborate with other departments?
Could you explain how inbound leads are allocated?
How are sales territories determined?
What metrics are pivotal in evaluating sales performance?
What technology and tools does the sales team use?
Are there dedicated roles like SDRs or Sales Ops to support the sales team?
How does Sales work in conjunction with Account Management or CSM teams?
Performance and Career Development
Can you describe the process for setting and revisiting sales targets?
What are the expectations for someone newly joining the sales team?
What are common mistakes made by new hires and how can they be avoided?
How long does it usually take for a new salesperson to close their first deal?
Are there opportunities for ongoing training and professional development?
How often are performance reviews conducted, and how is feedback provided?
Compensation and Benefits
Could you detail the compensation structure, including base and commission?
Are there extra incentives for exceptional performance?
What additional benefits does the company offer to its sales staff?
What are the policies on travel and remote work?
How does the company facilitate a healthy work-life balance?
Quota and Financials
How is the current quota attainment across the team?
What happens with sales members who don't meet their quotas?
What rewards are there for exceeding quotas?
Who is your top salesperson and what makes them successful?
Could you share the company's financial status, including profitability and burn rate?
Are there any plans for future fundraising or company valuation updates?
Equity and Stock Options
What type of equity is offered to employees?
How many shares would be allocated to me?
What's the current company valuation?
What's the schedule for equity vesting?
What's the exercise price for the stock options?
Is there a projected timeline for any liquidity events?
Management and Leadership
How would you describe your management style?
What motivated you to join this company and what keeps you here?
If you could change one aspect of your role, what would it be?
How do you manage conflicts or disagreements within your team?
How do you foster the professional growth of your team members?
What's your approach to collecting and acting on feedback from the sales team?
Interaction and Communication
How was your experience of our call today?
Were there any topics you expected us to cover that we didn't?
Are there any uncertainties or points you'd like to clarify from our discussion?
Based on our interaction, do you see potential for us working together?
What materials should I review before our next meeting?
What steps are you planning to take following our conversation?
Who else within your organization should I speak with?
When can I anticipate receiving feedback?
Is there anything else you need from me at this moment?
For more inspiration and to better understand the metrics related to your new role (particularly as a sales leader) check out this article on what sales professionals you should understand before jumping in.