01 What are the stages of the sales cycle and which do you find most challenging? Why? COMPETENCY 02 Where do you see yourself in five years? DISCOVERY 03 Tell me how success was measured in your last role. OPERATIONAL 04 What is your proudest accomplishment? DISCOVERY 05 How do you handle rejection? BEHAVIORAL 06 Talk about any experience you have selling a technical product. DISCOVERY 07 What kind of experience do you have in presenting information to stakeholders? COMPETENCY 08 Talk about a time when you led a successful negotiation. SITUATIONAL 09 What do you find most satisfying about this type of role? BEHAVIORAL 10 Describe your experience in building client relationships. BEHAVIORAL 11 You are hired and put in charge of a list of 75 accounts. How do you prioritize them and stay organized? SCENARIO 12 You will be working with many junior sales people. What kind of leadership and/or management experience do you have? LEADERSHIP 13 Tell me about a time when you made a mistake with a client. How did you handle this? SITUATIONAL 14 What does your sales track record look like? COMPETENCY 15 What qualities and skills do you bring to the table as an account executive? COMPETENCY 16 How would you handle a conflict with a client or colleague? SITUATIONAL 17 You are hired and you disappoint a client. What do you do? SCENARIO 18 If you were your own client, what words would you use to describe yourself as an account executive? BEHAVIORAL 19 Have you ever upsold a client? If so, tell me how you achieved the sale. SITUATIONAL 20 How do you stay motivated to conduct cold calls? BEHAVIORAL 21 How do you overcome objections to your sales pitch? COMPETENCY 22 What programs and tools do you use to support your sales efforts? OPERATIONAL 23 How do you handle the transition of an account after you've closed a deal? COMPETENCY 24 How do you find new sales opportunities? COMPETENCY 25 How do you decide when to stop pursuing a prospect who won't commit? COMPETENCY