mediumSales Executive interview question
You have 60 open opportunities. How do you decide where to spend your time each week?
What the interviewer wants to hear
- Review pipeline regularly with clear stages
- Prioritise by close probability, size and timing
- Clean out dead or stalled deals
- Ensure every deal has a next step
- Balance closing with prospecting
Model answer
Every Monday I review my pipeline in the CRM. I first remove or close out deals that have gone cold with no real next step, so the pipeline stays honest. Then I sort the rest by close date, stage and size. Late-stage deals closing this month get the most attention, with specific actions planned for each. Mid-stage deals get a clear next step and a check on whether I am talking to the decision maker. I also block fixed time every day for prospecting so I keep building pipeline for next quarter, because if I only close, my pipeline will dry up.
Can you answer it under time pressure?
Take a timed medium round and get scored on every answer.
More medium Sales Executive questions
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- How do you run a strong discovery call? What are you trying to learn?
- How do you work with marketing to make sure leads turn into revenue?
- How do you make a product demo effective instead of a long feature tour?
- A prospect says, "We are happy with our current provider." How do you respond?
- How do you close a deal without being pushy?
- How do you use call recordings or feedback to improve your selling?
- How do you ask customers for referrals, and how do you make referrals a regular source of pipeline?
- Your demo breaks in front of a key prospect. What do you do?