AMA: Culture Amp Senior Sales Director, Alicia Lewis on Sales Interviews

The best sales candidates are able to demonstrate their curiosity, coachability and empathy in the interview process. These are three attributes that we see in our most successful Account Executives and here's why they are important. Curiosity enables sales reps to uncover valuable insights that can inform their sales approach and tailor solutions to meet the customer's specific needs effectively. Their thirst for continuous learning enables sales reps to stay ahead of the curve, competitors and ...Read More

In order to get a better understanding of what you could be walking into, I suggest asking the question "What is your biggest problem and can I help solve it?" It shows genuine interest in the interviewer's pains/goals and enables you to see how you can make an impact. Aside from this key question, always make sure to check out these resources before stepping into the interview. Company Website: Familiarize yourself with the company's products or services, mission, values, financials and recent ...Read More

Lack of Relevant Experience: It’s concerning if a candidate's resume lacks relevant sales experience or is not tailored in a way to showcase how their experience is relevant to the open role. Including a personalized cover letter or tailoring the summary/objective of the resume to highlight relevant skills and achievements is important to show alignment. Inconsistent Job History: A history of short tenures at previous companies can raise concerns about a candidate's commitment and reliability. A ...Read More

The biggest mistakes that we see from candidates are related to not being prepared for the interview. Failing to research the company, role, or industry before an interview can signal a lack of genuine interest and initiative. Thoroughly research the company, its products or services, industry trends, and competitors, and come prepared with thoughtful questions to demonstrate engagement and enthusiasm. We expect candidates to do their homework on the role, the interviewer and the company, just l ...Read More

There's a few different ways to gauge a candidate's autonomy in a sales interview. Behavioral Questions: Ask situational questions that require candidates to describe times where they had to work independently to achieve sales targets or overcome challenges. For example one of my go to questions is, "What's the most creative, out of the ordinary, or above and beyond thing you’ve done to win a customer?" Past Experience: Review the candidate's resume and ask about specific examples where they dem ...Read More

​Tell me about a deal that you were particularly proud of closing. How did you overcome obstacles to secure the deal? Proper Answer: The candidate should describe a specific sales challenge they faced, such as a tough negotiation or a difficult client objection. They should then explain the strategies they used to overcome the obstacle, such as active listening and creative problem-solving. Tell me about the most challenging part of your current role and how you’ve overcome or mastered it. Prope ...Read More