30 Account Executive Interview Questions & Answers
Below is a list of our Account Executive interview questions. Click on any interview question to view our answer advice and answer examples. You may view 5 answer examples before our paywall loads. Afterwards, you'll be asked to upgrade to view the rest of our answers.
Behavioral
1. What are three skills you think are necessary to be a successful account executive?
Why the Interviewer Asks This Question
The interviewer is trying to see if you are aware of your strengths and are able to identify what it takes to be successful in this role. They want to see how you have developed your skills throughout the years. The fact that you are aware of what skills are needed helps them predict how successful you will be on their team.
Written by Judy Smith on March 13th, 2022
What to Avoid
Avoid oversharing your strengths without providing evidence or examples to back them up. Do not share any skills without reasons why you think they are successful.
Written by Judy Smith on March 13th, 2022
How to Answer
Start by mentioning there are several skills it takes to be successful but there are three that come to the top of mind that you have used recently that has produced a lot of success for you. Always end with the one that you think is the strongest or most unique skill (one that not many others would mention).
Written by Judy Smith on March 13th, 2022
Answer Example
"I have worked on mastering my account executive skills over the past six years by seeking mentorship and through a lot of trial and error. The three top skills I think are necessary are communication, knowledge, and inspiration. Communication is important because being able to communicate and relate to people from all different backgrounds has helped in all of my positions. It is important to find a common area of interest to make myself relatable and approachable to clients, even over the phone. Asking them questions that will result in more insight to learn about them and their business has been successful for me.
Knowledge about the product and industry that each client is in is also necessary. It is important to be knowledgeable not only about the products and services we offer but about how they will help enhance their business. Identifying and learning about typical pain points and relating them to clients who have had the same experience and how I can help them has a high conversion rate.
Having an inspired and driven attitude is something that has been successful in all areas of my life not just in my profession. Most would say motivation but that can sometimes fade. Being inspired allows me to continue to pursue goals even when the day may not be going as planned. The ability to inspire me, the team, and clients are the driving force that allows me to keep going after multiple rejections."
Written by Judy Smith on March 13th, 2022
Behavioral
2. Tell me about a client that you lost and what you learned from it.
Why the Interviewer Asks This Question
The interviewer is asking this to see how you deal with rejection. It is a part of the role and they want to know that you can bounce back and grow when cancellations occur.
Written by Judy Smith on March 13th, 2022
What to Avoid
Avoid discussing that this never happens for you. Do not share that you don't learn anything from them and that you just move on to the next call or meeting.
Written by Judy Smith on March 13th, 2022
How to Answer
Share an example of a client that you lost. When an interviewer says to "tell me about" then that usually means they want an example from your previous work experience. End with what you learned from it and how you have used that lesson with your other clients.
Written by Judy Smith on March 13th, 2022
Answer Example
"I lost a client in my current role due to my lack of follow-up and follow-through. I had several calls with him and he seemed very impressed with the product and service. I sold him the product which involved a three-month cancellation period if he didn't like it. I got caught up in taking on too large of a book of business due to the growth I was having and got behind on my follow-ups with recent clients who purchased. He ended up canceling after the three-month period and I realized quickly that I needed to scale back my book of business. I spoke to my manager and we found a good number of clients that worked well for me in order to be able to handle every part of my role."
Written by Judy Smith on March 13th, 2022
Anonymous Interview Answers with Professional Feedback
Anonymous Answer
We had multiple demo sessions with him right before the Christmas holidays and he seemed very impressed with our software and saw a need for it. He told us to circle back with him in March as his company will get started with its cloud initiative.
That’s exactly what we did and where we went wrong. When I reached out to him in two months, he dodged me on calls, emails, and LinkedIn.
I learned that having multiple touchpoints from January to March would’ve helped. Scheduling a call earlier, sending him biweekly emails with more information about our product to stay on his radar."
Jaymie's Feedback
Behavioral
3. What would you say your one or two biggest failures or mistakes have been? What did you learn from them?
Why the Interviewer Asks This Question
The interviewer is wanting to learn how self-aware you are and if you are able to ask for help when you need it. They want to know that you are finding ways to improve your sales techniques or scripts if you aren't yielding desired results.
Written by Judy Smith on March 13th, 2022
What to Avoid
Do not say that you have not had any failures or mistakes, this will make it seem like you are not open to feedback. Avoid discussing someone else's failures or mistakes by keeping the focus on you.
Written by Judy Smith on March 13th, 2022
How to Answer
Talk about failures or mistakes that you discovered or ones that a coworker or manager pointed out. Then discuss what you learned from those failures and how they made you better in your role. End with how these failures or mistakes will make you successful in the role that you are interviewing for.
Written by Judy Smith on March 13th, 2022
Answer Example
"A failure that stands out to me the most is at the beginning of my professional career. It was when I first started my career as an account executive. I was so new to the sales world and thought that if I followed the script word for word it would work. I realized quickly that I needed to make certain I also believed in what I was talking about because that showed through the phone. I quickly asked for some assistance from people who have been successful in their roles and asked if I could listen in on some of their calls. This helped me tremendously and I realized that I needed to put my personality, effort, and training in order to be good at any new role. I am now able to quickly learn my pain points in a new role which leads to a smaller learning curve which I hope to be able to prove to you in this role."
Written by Judy Smith on March 13th, 2022
Behavioral
4. How do you regroup and recover after multiple rejections?
Why the Interviewer Asks This Question
The interviewer is trying to see what your mental toughness is like. Sometimes making calls or being on the phone for long hours can be tough especially when you have had multiple rejections.
Written by Judy Smith on March 13th, 2022
What to Avoid
Do not mention anything that you dislike about being rejected. I would avoid discussing how you can never recover or how much they upset you if they do.
Written by Judy Smith on March 13th, 2022
How to Answer
Share the mindset that you have about rejections and how they help you become better as an account executive. Discuss how it is a part of the job and that you don't let it hinder you from moving forward with your next call or meeting.
Written by Judy Smith on March 13th, 2022
Answer Example
"Unfortunately, rejections are just a part of being an account executive. I always find being rejected helps me strengthen my skills more and allows me to better my craft. Although it can be hard mentally at times I just know that the service or product that I am speaking about will benefit several clients and that the next client may just be the next one who purchases. If I don't make the next call then I'll never know."
Written by Judy Smith on March 13th, 2022
Behavioral
5. How do you respond to a client who continues to reschedule or tells you that they do not have time to meet with you?
Why the Interviewer Asks This Question
The interviewer is trying to determine if you can be resilient when someone repeatedly reschedules on you. If they are asking this question then it is probably something that every account executive experiences in their role with the company.
Written by Judy Smith on March 13th, 2022
What to Avoid
Do not discuss that no one has ever rescheduled with you or you refuse to reschedule appointments. Avoid sharing if you have had any frustrations with someone who has continuously rescheduled.
Written by Judy Smith on March 13th, 2022
How to Answer
Share an example of how someone rescheduled with you and how it ended up closing them. Discuss how you approach those who are trying to reschedule after the second or third appointment.
Written by Judy Smith on March 13th, 2022
Answer Example
"I always like to give the client grace when they need to reschedule as you never know what is going on in someone's life personally. After a customer has rescheduled with me for the second or third time I usually make certain to narrow down a day or time that they absolutely know they do not have any important obligations. I reiterate that I understand that things come up however there are opportunities this month that I do not want them to miss out on. I let them know the appointment will be efficient and will email an outline along with any attachments for them to review to maximize our time spent. Customers sometimes reschedule because they think that their time is not worth getting on a call but if you display exactly the rundown of how their time will be used then they tend to show up more."
Written by Judy Smith on March 13th, 2022
Behavioral
6. What is the most difficult client you had to close and what did you learn from it?
Why the Interviewer Asks This Question
The interviewer wants to see how you face adversity in a role. They want to know that you can overcome strong objections.
Written by Judy Smith on March 13th, 2022
What to Avoid
Do not share that you think every client is difficult or that you have never had a difficult client before. Everyone has had a challenge at some part of the sales cycle.
Written by Judy Smith on March 13th, 2022
How to Answer
Share an example of a recent client that you closed that gave you some challenges. Discuss how you overcame the objection(s) and what you learned from it.
Written by Judy Smith on March 13th, 2022
Answer Example
"One client that I had a difficult time closing was one that I had to follow up with every week. She kept giving me the run-around and would reschedule our meetings or only meet with me for five minutes and tell me she would call me back later after she watched the demos that I sent over to her. I started to think that maybe she just didn't have time or was not interested. I finally added up the amount of time that we had been emailing and calling and it added to over two hours of back and forth. When I shared with her that I only wanted to maximize her time and if we had 30 minutes of uninterrupted time with 2-3 key members from her team then we would be able to determine if this was a good fit. She has never thought about how her employees would feel about the product or service and decided it was a great idea. I learned that every client is different and it's important to share how you can maximize their time and their team's time."
Written by Judy Smith on March 13th, 2022
Behavioral
7. Tell me about a recent customer who tried to cancel without giving a reason and what you did to retain them.
Why the Interviewer Asks This Question
The interviewer is looking to determine how much experience you have when it comes to overcoming objections. They also want to know whether you have a team that handles cancellations for you or if you do it yourself. If they are asking this question it is probably a part of the role that you are interviewing for.
Written by Judy Smith on March 13th, 2022
What to Avoid
Avoid discussing how you hate it when you have to take these calls or that you think people who cancel just do it because they don't have enough money. Do not speak about retention or cancellations in any negative way.
Written by Judy Smith on March 13th, 2022
How to Answer
Discuss the current process in your recent role for cancellations and the methods you have used that were successful. I recommend discussing one of your most recent retention success stories.
Written by Judy Smith on March 13th, 2022
Answer Example
"This part of the position is unavoidable so I make sure that I am always prepared for them if and when they occur. When a client tries to cancel, it supplies me with an opportunity to share more about the benefits and discover why they may not have been getting success from their product or service. Another benefit is that it allows me to see where I may have failed in the follow-up process to ensure that they were successful.
A recent customer of two years tried to cancel the CRM platform they purchased from us because they have been testing another one that was more suited for how they wanted to run the business. When I started to ask why this platform was more beneficial to them I noticed some ways that the platform could integrate into another one of our products. I shared how they could maximize their new platform and cancel the one they purchased from us by integrating it into our software. Although they canceled the CRM they ended up purchasing the new software to integrate so it ended up not being a cancellation."
Written by Judy Smith on March 13th, 2022
Discovery
8. What are you looking forward to the most with this position?
Why the Interviewer Asks This Question
The interviewer is asking because they want to know that you have reviewed the job description. They also want to know that you are excited and know why you want to join the company.
Written by Judy Smith on March 13th, 2022
What to Avoid
Do not share that you are just looking for a job and thought you would apply and see how it went. Avoid discussing that you just hope it works out and haven't really researched the position at all.
Written by Judy Smith on March 13th, 2022
How to Answer
Share what you have read about the role and what you think you will be the most successful in at the beginning. Discuss one or two things that you think you will enjoy most about the role or the company.
Written by Judy Smith on March 13th, 2022
Answer Example
"I am looking forward to this role because I am ready to take a step into a new industry. I think I have outgrown my previous role and this one excites me because it offers new challenges. I like learning new things and think my past experience will allow me to thrive in a new industry. I really like all the things I have heard about the company culture and am excited to be considered."
Written by Judy Smith on March 13th, 2022
Discovery
9. What experience do you have in sales or as an account executive?
Why the Interviewer Asks This Question
The interviewer is trying to gauge what level of experience you have as an account executive. They will use this to compare you to other candidates and may categorize your experience level as entry, intermediate, or expert. This allows them to ultimately also decide what salary range to offer you.
Written by Judy Smith on March 13th, 2022
What to Avoid
Avoid discussing any experience that is not related to sales or being an account executive. Do not discuss any experience that doesn't relate to the core experience in the job description or post.
Written by Judy Smith on March 13th, 2022
How to Answer
Always give an overview of your experience in relation to the job description. Show how you have evolved in your experience and give an idea of where you want your career to go from here and how it relates to the job that you have applied for.
Written by Judy Smith on March 13th, 2022
Answer Example
"I have over 6 years of combined experience as an account executive and in sales. I started my career at ABC company in 2010 and immediately knew that sales was something that not only came naturally to me, but I could see myself doing it for the remainder of my professional career. My next role at XYZ company allowed me to enhance my skills as an account executive. I enjoy speaking with new prospects and discovering how our products and services can enhance their business. My experience has prepared me with the fundamentals to be able to exceed in this role and I look forward to learning more about the position through our conversation."
Written by Judy Smith on March 13th, 2022
Discovery
10. What is one piece of advice you have been given as an account executive that you still use today?
Why the Interviewer Asks This Question
The interviewer wants to see if you have sought mentorship or feedback in the past. They want to know that you are open to making improvements.
Written by Judy Smith on March 13th, 2022
What to Avoid
Do not share that advice is useless or that you don't like receiving it. I would avoid sharing advice that has not been helpful to you.
Written by Judy Smith on March 13th, 2022
How to Answer
Share a piece of advice that you have been given that you think has benefited you the most. Discuss how you think it has benefited other areas of your life not just as an account executive.
Written by Judy Smith on March 13th, 2022
Answer Example
"When I first started my role as an account executive, I had a mentor who listened in on a few of my calls. He noticed that I was speaking very quickly and a little nervous while on them in the beginning. He advised asking more questions to the customers while on the calls in order to slow down my train of thought and to take a sip of water in between my sentences. He also told me to write on my dry erase board and monitor what I needed to focus on for the month. So if it was to slow down, then I wrote "slow down" on a post-it note so it was brought to the front of my mind. It was something so simple but really gave me the encouragement to keep going in my account executive career."
Written by Judy Smith on March 13th, 2022
Discovery
11. What do you do to improve your sales skills?
Why the Interviewer Asks This Question
The interviewer is trying to see if you invest in ways to improve your skills. They want to know that care about your improvement.
Written by Judy Smith on March 13th, 2022
What to Avoid
Do not share that you think that your skills are perfect. Avoid discussing how others need to improve their skills, keep the focus on you.
Written by Judy Smith on March 13th, 2022
How to Answer
Share what you do to improve your sales skills no matter how large or small. Discuss how you plan to continue making improvements.
Written by Judy Smith on March 13th, 2022
Answer Example
"I like to improve my sales skills by learning from others who have been successful in my role. I will sometimes find a mentor who can assist me in a new role or even invest in a program outside of work that I think will help me in a certain area that I need to make improvements in. I usually listen to podcasts on the way to work to get me in the best mindset to start my day."
Written by Judy Smith on March 13th, 2022
Discovery
12. What type of environment do you do your best work in?
Why the Interviewer Asks This Question
The interviewer wants to know how they can help you be successful in this role. It is important to pair the right manager with you in order for you to grow and develop. They could even be hiring for different teams so they want to see what type of team you would enjoy working in the most.
Written by Judy Smith on March 13th, 2022
What to Avoid
Do not share that you can work in any environment. They want to get to learn more about your personality. Avoid sharing anything negative about your current or past work environments.
Written by Judy Smith on March 13th, 2022
How to Answer
Share what you have enjoyed the most about your current or past work environments. Discuss what type of manager, team, and communication allow you to perform at your best.
Written by Judy Smith on March 13th, 2022
Answer Example
"I work best in an environment where there is open communication and everyone shares best practices to help each other improve. I work well with managers who provide continuous feedback and support. I desire feedback and am always trying to become better so a team that likes self-improvement works well for me. I prefer managers who allow me to learn the way that is best for me but will be there when I need support."
Written by Judy Smith on March 13th, 2022
Discovery
13. What do you think is the most rewarding part of being an account executive?
Why the Interviewer Asks This Question
The interviewer is trying to see if you find fulfillment in what you do. Being an account executive has its ups and downs and they want to know that you have the motivation to continue even on bad days.
Written by Judy Smith on March 13th, 2022
What to Avoid
Avoid saying that you think everything about the role is rewarding because every job has its challenges. Do not share that you don't think any part of it is rewarding.
Written by Judy Smith on March 13th, 2022
How to Answer
Share one or two things that you think have been the most rewarding part of your previous account executive roles. If you have never been an account executive then share what you think will be the most rewarding part of this role.
Written by Judy Smith on March 13th, 2022
Answer Example
"One of the most rewarding parts of being an account executive for me is being able to find solutions for clients. I like building a customized solution for clients that I know will help them grow in different areas of their business."
Written by Judy Smith on March 13th, 2022
Discovery
14. What is a skill that you are working on strengthening?
Why the Interviewer Asks This Question
The interviewer is wondering if you are willing to be humble and admit that there are still skills you may need to work on. This will also allow them to see how you will, or prefer to receive feedback from a manager.
Written by Judy Smith on March 13th, 2022
What to Avoid
Do not share that you don't spend any time on developing any strengths. Avoid discussing that you think you have all the skills you need and there isn't anything to improve on.
Written by Judy Smith on March 13th, 2022
How to Answer
Share a skill that is something that doesn't involve much strengthening. Discuss how you realized it was a skill that needed improvement. Then talk about how you are working to improve it and if you have sought out others to help you with your improvement.
Written by Judy Smith on March 13th, 2022
Answer Example
"I am currently working on more ways to boost my average sale. I almost always hit my monthly goal but want to build on my average sale as this will allow me to nurture the sale more. I will be able to establish a stronger relationship with each client and therefore retain them for longer."
Written by Judy Smith on March 13th, 2022
Discovery
15. What are some of the challenges you see that are facing this industry?
Why the Interviewer Asks This Question
The interviewer is trying to see if you have done your research on their products, services, and industry. This is just another way of asking what you know about their company and to see if you have even looked at their website.
Written by Judy Smith on March 13th, 2022
What to Avoid
Avoid mentioning that there are no challenges in the industry because every industry and company has its challenges. Do not discuss challenges in a negative way or where you feel like they can't be overcome.
Written by Judy Smith on March 13th, 2022
How to Answer
If you have done your research then state what you think are some challenges based on what you have read and a couple of ways you think they can be avoided. If you have no idea then be honest and state that you have not done your research. However, be sure to iterate that it will be one of the first things you do to be able to overcome any objections that you might face.
Written by Judy Smith on March 13th, 2022
Answer Example
"One of the challenges that I see in this industry is that there are many players in the space that are new and trying to get in front of new clients. What attracted me to this company is that your approach is unique in how you're selling new clients time, yes we are selling a product, but this product is allowing them more time to build their business. More time building their business leads to more profits and growth in less time."
Written by Judy Smith on March 13th, 2022
Discovery
16. What attracts you to this industry?
Why the Interviewer Asks This Question
The interviewer is trying to see if you have done any research on their industry. They also want to know if you have sold to clients in their industry before and see what knowledge you have of it.
Written by Judy Smith on March 13th, 2022
What to Avoid
If you have never sold in this industry before then avoid discussing industries that don't relate to the company or role. Avoid discussing things that are negative about the industry or things that you have heard that are not great.
Written by Judy Smith on March 13th, 2022
How to Answer
Discuss the research that you have done in the industry and why you think their product or service is one you would like to sell. If you have never sold in the industry, then discuss a previous role where you didn't know much about it but were still successful in selling their products or services.
Written by Judy Smith on March 13th, 2022
Answer Example
"I have done some research on your industry and know that although you are a newer company your product is one that is really attracting a lot of curiosity in the market. It has a unique platform that is beneficial to your clients and opens up a lot of opportunities for those who really want to engage with their customers in a thoughtful way. When I was at ABC company they were also new in their industry but after a few short months, I was able to help them grow in revenue and was even a part of the training and development of the account executive team.
Written by Judy Smith on March 13th, 2022
Discovery
17. What do you see as the key skills when closing a sale?
Why the Interviewer Asks This Question
The interviewer is trying to see if you are actually the one involved in closing the sale or if you are involved in the "pre-sales" of the sales process. There are different sales roles in companies and they want to know exactly which part of the sales process you have done in the past. The interviewer is also trying to see if you discuss upselling at all.
Written by Judy Smith on March 13th, 2022
What to Avoid
Avoid discussing anything outside of the closing call of the sales process. Do not discuss what has not worked for you or how you have failed at closing a sale.
Written by Judy Smith on March 13th, 2022
How to Answer
Discuss the top two methods that you use to close a sale that you consider your go-to methods. Then discuss how you set up the client for follow-ups or upselling. The interviewer wants to know that not only can you close a sale but you can retain the customer. Give an example of a sale that you closed and how you retained that customer or upsold them.
Written by Judy Smith on March 13th, 2022
Answer Example
"Once I reach the point of the close it becomes very easy for me and I usually approach it in one of two ways. If the customer is someone who I think will easily like to add on additional products then I usually approach it by (give an example on your method). If I think it will be harder to add on products then I usually ask a few questions to get them in the mindset by (give an example of your method). Then from there, it's been easy for me, I am usually able to upsell around 60% of my clients that way."
Written by Judy Smith on March 13th, 2022
Discovery
18. What do you know about our products or services?
Why the Interviewer Asks This Question
The interviewer is trying to gauge whether you performed any research on the products and services and how deep that research was. Another reason they ask this question is they are trying to determine whether you have a history of selling any similar products and services along with your confidence in learning theirs.
Written by Judy Smith on March 13th, 2022
What to Avoid
Avoid acting as if you know their products or services. If you don't, they will easily be able to tell if you have not done your research. Avoid discussing products and services that are not similar to theirs unless it relates to how you can add value to their current sales process.
Written by Judy Smith on March 13th, 2022
How to Answer
If you have done your research then let them know that you have and how you have previously sold similar products or services in prior roles. If you have not sold similar products or services or have not done the research, discuss what products and services you have been successful in. End your answer with why you have been successful and how you can bring that same success into the role that you are interviewing for.
Written by Judy Smith on March 13th, 2022
Answer Example
"I have briefly looked at the products and services listed on your website and noticed that you sell ABC product. In my role at XYZ company, I sold a similar product that paired very well the CRM platform and this increased my average sale by 30% once I started to sell them as a package. My experience in selling similar products along with my history in quickly learning new products and services make me confident that I will excel in this role."
Written by Judy Smith on March 13th, 2022
Operational
19. How have you approached renewals?
Why the Interviewer Asks This Question
The interviewer is trying to determine if you have experience selling certain types of products and services that often involve renewals. They want to see if you have had to sell a product or service that is not just a one-time service.
Written by Judy Smith on March 13th, 2022
What to Avoid
Avoid discussing things that you do not like about renewals or the challenges you have faced with them. Only discuss challenges if you are going to share how you overcame them.
Written by Judy Smith on March 13th, 2022
How to Answer
Share your experience surrounding renewals and how it would relate to the role that you have applied for. Talk about the success you have had in renewals and KPIs that you had to meet if you had any.
Written by Judy Smith on March 13th, 2022
Answer Example
"In my current role, there is a product I sell that involves a renewal every six months. One way that I have been successful in renewals is by doing monthly check-ins with the clients who have purchased that product. I make sure to look at how often they have used it and provide best practices with how they can make optimize the product to their benefit. I have found that the clients need to learn how to use the product and need some additional training after the purchase in order to retain them."
Written by Judy Smith on March 13th, 2022
Operational
20. Which part of this position would you have the most learning curve in?
Why the Interviewer Asks This Question
The interviewer wants to know if you read the job posting or did any research on the role prior to the interview. They want to know if you are able to notice your own weaknesses, improve on those weaknesses, and are able to ask for help.
Written by Judy Smith on March 13th, 2022
What to Avoid
I would not share that you wouldn't have a learning curve on anything. You do not want to appear like someone who knows it all. Even if you have had 10 years of experience as an account executive there is going to be some part of learning a new process or product.
Written by Judy Smith on March 13th, 2022
How to Answer
Discuss what you think from reading the job posting would be something that you would need to learn even if it is something that would take you a day to learn. Be honest and share how long you think it would take you to learn and how you would benefit from it. If you would like, you can even provide an example of something that took you some time to learn in the past but you are now an expert at.
Written by Judy Smith on March 13th, 2022
Answer Example
"After reading the job description, I noticed that you use Salesforce as your CRM platform. In the past, I have worked with smaller companies that have used Keap (Infusionsoft). This will be a small learning curve for me as I pick up new software very quickly and can easily navigate through new technologies."
Written by Judy Smith on March 13th, 2022
Operational
21. What are ways you build rapport with a new customer?
Why the Interviewer Asks This Question
The interviewer is trying to discover your thought process behind approaching your calls. They want to know how you plan to engage and approach their clients/customers and if it fits in line with their philosophy.
Written by Judy Smith on March 13th, 2022
What to Avoid
Avoid giving examples of sales like calls where you only mention the products and services. Do not mention that you don't need to build rapport to gain a new customer. They are asking this question because they think it is an important part of the role.
Written by Judy Smith on March 13th, 2022
How to Answer
State how you typically go about building rapport with new clients. Give an example of how this has benefited you in the past and the outcome of the sale.
Written by Judy Smith on March 13th, 2022
Answer Example
"When building rapport with a new customer, I like to find common interests. This can be anything from being a parent to a sports team that we both like. I think most people want to have a relationship with someone that they can relate to and a part of this is making myself memorable. They probably have several people reaching out to them throughout the week and my goal is to set myself apart from the competition. Once we connect and have a common ground I then go into the successes of their business and areas where they would like to see even more success. Then I mention a product or two that would be helpful for them to try out that would benefit them in a short amount of time. I usually gain around 3-4 new clients a week and even have referrals in the end. Building rapport is important to not only closing the sale but retaining clients for years to come."
Written by Judy Smith on March 13th, 2022
Operational
22. How do you approach cold-calling?
Why the Interviewer Asks This Question
The interviewer is asking this question because cold-calling is involved in this role. They want to know if you have any experience in doing it and how comfortable you are in making cold calls.
Written by Judy Smith on March 13th, 2022
What to Avoid
Avoid mentioning cold-calling methods that have not worked for you. You have limited time with the interviewer and they want to know what has worked for you in the past.
Written by Judy Smith on March 13th, 2022
How to Answer
If you have made cold calls in the past then discuss a method that has worked for you in the past. Always give an example when asked a question about a technique. If you have not made cold calls in the past then discuss how you would approach making cold calls and what you think might work for you in this role.
Written by Judy Smith on March 13th, 2022
Answer Example
"Cold-calling has been a part of all my roles as an account executive. I like to narrow down a specific area/location/territory then make my cold calls based on the size of the business of clients I am trying to connect with. My goal is to gain rapport then go into a cold call script that is given to me which I sometimes need to revise based on the types of clients I am calling that day. This method has been successful for me yielding to around three new clients each week."
Written by Judy Smith on March 13th, 2022
Operational
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
Operational
24. What teammates do you communicate with the most in your role and how beneficial are they to you and the sales process?
Why the Interviewer Asks This Question
The interviewer wants to know how well you work with a team. They want to find out which exact part of the sales process you are in and how you utilize other teams to help close a sale.
Written by Judy Smith on March 13th, 2022
What to Avoid
Do not share that you prefer to work alone or that you don't like working with a team. I would avoid discussing that you do not think anyone on a team has ever helped you in your role.
Written by Judy Smith on March 13th, 2022
How to Answer
Share the teammates or teams that you communicate with the most in your role. It is probably those involved in the pre-sales and post-sales process. Discuss how you think you all play a part in how to retain the client as a long-term customer.
Written by Judy Smith on March 13th, 2022
Answer Example
"I typically communicate with a pre-sales engineer who helps me set up the decks and demos for my meetings. I am the one who communicates with the clients on the call, but the pre-sales engineer helps me build it out. This allows me to focus on and zero in on major pain points and how we can solve them. The pre-sales engineer is also more aware of technical items that I don't spend a lot of time on since I don't work on them every day. The combination of both of us leads to a higher closing percentage."
Written by Judy Smith on March 13th, 2022
Operational
25. Walk me through how you spend a typical day in your current position.
Why the Interviewer Asks This Question
The interviewer is trying to determine how you set yourself up for success. They want to know that you have proven methods or strategies for how you approach your sales goals. Another reason they ask this is to determine how you handle other items that might come up in your schedule, such as a cancellation.
Written by Judy Smith on March 13th, 2022
What to Avoid
Try to avoid discussing things that are normal in the day, like getting your coffee or logging into your computer. They already know you do these things and it will just take up time in your interview.
Written by Judy Smith on March 13th, 2022
How to Answer
Discuss how you prepare for your day ahead of time, usually what you did yesterday is going to prepare you for a successful day today. Walkthrough the parts that are the most important such as follow-ups, new clients, learning or developing a new skill, and how you prepare for any surprises such as a cancellation.
Written by Judy Smith on March 13th, 2022
Answer Example
"Although there is never a typical day as an account executive, I do my best to prepare for the unexpected. My previous day always involves reviewing my schedule for tomorrow so I know how many appointments I have and make certain not to overbook. I leave some openings in my schedule for cold-calling, follow-ups, and of course the rare cancellation that may occur. I always block 30 minutes in my afternoon to be able to review best practices or review my goals."
Written by Judy Smith on March 13th, 2022
Operational
26. What are some key performance indicators (KPIs) or goals that you were reviewed on in your previous role?
Why the Interviewer Asks This Question
The interviewer is asking this question to see if you have met or exceeded your metrics in the past. They also want to know how you stay on track for the month and what you do if you fall behind.
Written by Judy Smith on March 13th, 2022
What to Avoid
Avoid discussing the goals that you have failed to meet as much as you can unless you are going to discuss what you did to improve it the next month. I would not discuss any KPIs or goals that are irrelevant to the role you're hiring for, if the role you had four years ago relates more to the role you are applying for now then discuss that one.
Written by Judy Smith on March 13th, 2022
How to Answer
Always start by discussing the two goals/KPIs that you always tend to exceed or have continuously met every month. Discuss how you stay on track every month so you don't fall behind. State when you review your goals every month or if you do it every day. Tell them where you keep your goals and how you break them down so you know you will meet or exceed them.
Written by Judy Smith on March 13th, 2022
Answer Example
"In my last role, which was most similar to this one, my KPIs were making certain that I generated six new clients each month and exceeded 10% of my monthly goal. In order to make sure that I stayed on track, I always broke down my monthly goal into getting to 60% of my goal in the first half so I had a good head start leading into the last two weeks of the month. My goals were always posted on my dashboard and I had it on a dry erase board at my desk for easy tracking. I updated it every morning so I knew if I needed to make additional calls if I wasn't on track for my monthly goal."
Written by Judy Smith on March 13th, 2022
Operational
27. Give me an example of a time when you had an idea to enhance the sales process and how you implemented it.
Why the Interviewer Asks This Question
The interviewer wants to know if you have made improvements in the past that you have shared to improve the team. They want to know how you go about sharing best practices with a team or company.
Written by Judy Smith on March 13th, 2022
What to Avoid
Do not share that you think all sales processes are perfect and don't need improvement. Avoid discussing every negative thing about a sales process that you don't like.
Written by Judy Smith on March 13th, 2022
How to Answer
Discuss an example of when you have enhanced the sales process in the past. If you have never made improvements or implemented anything then share some small changes you made to a script or helped another team member improve on.
Written by Judy Smith on March 13th, 2022
Answer Example
Our enablement team is involved in helping us implement new ideas. I was one of the account executives involved in a new product launch and realized that more of my clients who were involved in the trial used the product in an unconventional way. They preferred to use the mobile version of the solution which meant we needed to put more effort into developing our phone applications. When I brought this to the enablement team the company quickly took feedback from my trial clients and implemented a better solution. This made the launch more successful for the entire team and company.
Written by Judy Smith on March 13th, 2022
Operational
28. What methods do you use to get new clients? What do you find works best?
Why the Interviewer Asks This Question
The interviewer asks this question to see if you are usually given a book of business or if you have worked with cold clients or done cold calls in the past. Many times an account executive has to perform cold calls and reach out to new clients that have never been contacted prior. They want to see if you have ever made a cold call along with your confidence and comfort level in doing them.
Written by Judy Smith on March 13th, 2022
What to Avoid
Avoid discussing that you have made cold calls if you haven't, always be honest with your experience. Do not try and make up a cold call success story if you have never had one. If you do the interviewer will probe you more on this question and will end up being able to tell that you have never performed a successful one.
Written by Judy Smith on March 13th, 2022
How to Answer
If you have go-to methods, then share an example of the most successful or memorable way you gained a new client. Discuss the top two methods that you always try first to gain new clients and why they have been successful for you. Give an example of how you think you would try to gain new clients in the role that you're interviewing for.
Written by Judy Smith on March 13th, 2022
Answer Example
"I have a couple of success stories of gaining new clients that I am pretty proud of. In my role as an account executive in my last role, I was able to add around five new clients per month by using this one method. I connected with professionals in ABC space which wasn't the most obvious client for us but I knew that if I could discuss how other areas of their business would benefit from our marketing platform then their conversions would increase. By providing strong evidence and testimonials, I was able to increase my new client business by 15% each year."
Written by Judy Smith on March 13th, 2022
Situational
29. How would you handle a client who wishes to cancel due to finding a new product that they think fits the needs of their business better?
Why the Interviewer Asks This Question
The interviewer wants to know how you handle cancellations. They specifically want to know what you do when the client tries to cancel to go with another competitor.
Written by Judy Smith on March 13th, 2022
What to Avoid
Do not speak negatively about the competition or others in the industry. Avoid talking negatively about clients who cancel.
Written by Judy Smith on March 13th, 2022
How to Answer
Discuss how you have overcome a similar situation in a past role. The cancellation reason doesn't have to be for a new product, it could be another reason for canceling.
Written by Judy Smith on March 13th, 2022
Answer Example
"I had a client who wished to cancel their service with us due to finding a better solution that they thought fit the needs of their business. I did everything I could to overcome objections and focused on the notes from our initial call on how our service suited her needs at the time she signed up. I probed on what about her business changed and what ours lacked. Even after all of that, she ended up canceling.
Throughout the next few months, I made certain to call her to see how her new solution was going and she was so surprised that I checked in. I had communicated with her more than the person who had sold her the new product. We went over some of our newer services and products and was able to come up with a new package that suited her better and she came back to us."
Written by Judy Smith on March 13th, 2022
Situational
30. Let's say you're half way through the sales month and you are not on track to meet your quota. How do you approach the remainder of the month?
Why the Interviewer Asks This Question
The interviewer wants to see what you do to keep track of your monthly goals. They want to know that you can adjust and adapt even if you fall behind during the month.
Written by Judy Smith on March 13th, 2022
What to Avoid
Do not share that you have never had a bad sales month as that is not true even all the best businesses have bad months. Avoid sharing that you do not track your sales.
Written by Judy Smith on March 13th, 2022
How to Answer
Discuss how you keep track of your monthly goals. Share what you do to make up when you run behind.
Written by Judy Smith on March 13th, 2022
Answer Example
"There are times when I have fallen behind in the month and are not on track midway through. This happened to me a few months ago when I had around $21,000 left for my monthly quote and had 10 days left in the month. I took $21,000 and divided it by eight so that I could hit my goal before the month was over and would not fall behind again."
Written by Judy Smith on March 13th, 2022