Megan Yim

Ted Schnarr, Vice President of Business Development at Natrinsic

Professor Elliot Atkins

January 29, 2020

1
Sales Interview Outline

I will be interview a B2B Sales Manager at a firm that sells data space solutions. This individual
has the responsibility to maintain contracts and continued business with in Canada, as well as
sourcing new leads for business development.

Possible questions:

1. Did you start working at this company as an entry-level sales associate? Or were you
hired externally into this senior position?

2. What is the most challenging aspect about selling to clients of this industry?

3. Of all the factors in the PESTLE (Political, Environmental, Social, Technological, Legal and
Economic) model, which one affects your business the most?

4. Have you ever heard of the Challenger Sales model? If not, is there a method that you
encourage and train your sales representatives to follow?

5. How do you train your sales representatives to gain new leads? Do you do role play?

6. When you have a lead that is reluctant to speak with you, what are some tactics that
you endorse to ensure a conversation continues?

7. Do you have a Situational Sales “cheat sheet” for your sales representatives?

8. When trying to gain new business, do you feel that clients are organizational-
dependent? If so, what other departments do you try to leverage support from?

9. Do you often visit client sites even before a deal is signed?

10. What is the main takeaway you would give to a prospective sales leader?

If the interview shifts away from the main questions, I will go in a different order that is best
adapted to how the conversation flows. I will also be sure to let the interviewee discuss most
of his experiences and opinions rather than be bound by the set questions I have.