How to Answer: What do you use for lead management? How do you follow-up with your leads? What is your follow-up method?
Advice and answer examples written specifically for an Account Executive job interview.
23. What do you use for lead management? How do you follow-up with your leads? What is your follow-up method?
Why the Interviewer Asks This Question
The interviewer asks this question for a couple of reasons. One of the reasons is to see if you have experience using a CRM system. Another reason is to see if you have a system in place to follow up since that is a large part of being an account executive. They want to know that you have a plan with how you are going to execute your day and you can pick up whatever CRM system they use.
Written by Judy Smith on March 13th, 2022
What to Avoid
Do not discuss that you don't have a system at all for managing your leads or that you weren't given one. Even if you weren't given one, discuss how you managed your leads despite not having a system.
Written by Judy Smith on March 13th, 2022
How to Answer
Discuss what system you have used in the past that had been the most successful for you. Then ask if they have a CRM or some lead management software that you will be using in this role.
Written by Judy Smith on March 13th, 2022
Answer Example
"I typically have always been supplied with a CRM system such as Salesforce to manage my leads. I manage a lot of my day by my calendar and tasks. In my current role, I have around five meetings scheduled a day and then have time for follow-ups that I block off in my calendar. Then in between those calls, I complete any tasks which involve setting up my schedule for the next day which involves leads that I need to follow up with, or where I will start will my cold-calling on the next day. What does your company currently use as a CRM?"
Written by Judy Smith on March 13th, 2022