17 Enterprise Sales Manager Interview Questions and Answers

Learn what skills and qualities interviewers are looking for from an enterprise sales manager, what questions you can expect, and how you should go about answering them.

Enterprise sales managers are responsible for selling products or services to large businesses. They work with clients to identify their needs and propose a solution that meets those needs. They also work with other members of the team to make sure the product or service is delivered according to the client’s expectations.

Enterprise sales manager is a highly sought-after position, so you’ll want to be prepared for the interview. One way to do that is to anticipate the types of questions you may be asked. In this article, we’ll provide a list of common enterprise sales manager interview questions and answers. We’ll also provide tips on how to answer these questions and what to wear to your interview.

Common Enterprise Sales Manager Interview Questions

Are you comfortable working with a team of salespeople to manage the company’s sales efforts?

Enterprise sales managers often work with a team of salespeople to achieve company goals. The interviewer wants to know if you have experience working in teams and how well you can lead them. Use examples from your previous job or describe the type of team you would create if you were hired for this role.

Example: “I am very comfortable working with a team of salespeople because I’ve done it before. In my last position, I worked with a team of five salespeople who all had different strengths. We met weekly to discuss our progress and challenges. Each week we set new goals that we could accomplish by the end of the month. This helped us stay on track and motivated us to do better each day.”

What are some of the best strategies you use to develop new business opportunities for your organization?

This question can help the interviewer gain insight into your sales strategies and how you plan to grow their company’s business. Use examples from past experiences that highlight your ability to develop new clients, create a strong relationship with them and achieve goals for your organization.

Example: “I believe in developing relationships with my clients before making any sales pitches. I find that by getting to know them on a personal level, it makes it easier to understand what they’re looking for in a product or service. This helps me provide solutions that are tailored to their needs and increases our chances of closing deals. In my last role, I used this strategy to successfully bring in $1 million in revenue within six months.”

How do you keep track of all of your sales leads and prioritize your time to ensure you’re making the most of each day?

This question can help the interviewer understand how you manage your time and responsibilities as an enterprise sales manager. Use examples from previous experience to explain how you keep track of all your leads, organize your tasks and prioritize your daily activities.

Example: “I use a calendar app on my phone to schedule meetings with clients and set reminders for when I need to follow up with them. This helps me stay organized and ensures that I’m not missing any important deadlines or due dates. In addition, I also use this calendar to create weekly goals and objectives so I can plan out my week ahead of time and ensure I’m making progress toward my larger company goals.”

What is your experience with using CRMs to organize your sales leads and track your team’s progress?

Enterprise sales managers need to be able to use technology to their advantage. A hiring manager may ask this question to see if you have experience using a CRM and how well you can integrate it into your work. In your answer, explain what type of CRM you used in the past and describe how you used it to help you with your job responsibilities.

Example: “In my previous role as an enterprise sales representative, I used Salesforce to manage all of my leads and track my team’s progress. The platform was very useful for me because it allowed me to create custom reports that helped me analyze my team’s performance. It also enabled me to collaborate with my team members on projects and stay up-to-date on our daily tasks.”

Provide an example of a time when you successfully closed a large sale for your organization. What strategies did you use to secure the client’s commitment?

Enterprise sales managers must be able to close large deals for their organization. This question allows the interviewer to assess your ability to secure commitments from clients and manage a team of salespeople. In your answer, describe the steps you took to secure the client’s commitment and how you motivated your team to achieve this goal.

Example: “In my previous role as an enterprise sales manager, I worked with a client who was looking to purchase $100,000 worth of products. At first, they were hesitant to commit to our company because we were more expensive than some of our competitors. However, I used several strategies to convince them that our product would provide them with the best value. I also motivated my team by offering bonuses if we could secure the sale. We ended up closing the deal after two months of negotiating.”

If a client has a question about one of your products or services, how do you ensure that they feel comfortable asking you about it?

This question can help the interviewer determine how you interact with clients and whether they feel comfortable asking you questions. Use your answer to highlight your customer service skills, communication abilities and problem-solving skills.

Example: “I encourage my clients to ask me any questions they have about our products or services. I make it a point to be available by phone, email or in person so that they can reach out to me at their convenience. If they’re unsure of something, I try to explain it as clearly as possible so that they understand what we offer. This helps them feel more confident when using our products and services.”

What would you do if one of your salespeople was consistently missing their sales quotas?

This question can help the interviewer determine how you would handle a challenging situation. Use your answer to highlight your problem-solving skills and ability to motivate others.

Example: “If one of my salespeople was consistently missing their quotas, I would first meet with them to discuss what they’re doing well and what they could improve on. If it’s something that can be fixed by providing additional training or resources, I’d do so. However, if there are other factors contributing to the issue, such as poor communication with clients or low motivation, I would address those issues directly. In either case, I would work with the employee to develop an action plan for improving their performance.”

How well do you perform under pressure when it comes to meeting sales targets?

Enterprise sales managers often have to meet challenging quotas and deadlines. Employers ask this question to make sure you can handle the pressure of working in a fast-paced environment. In your answer, share an example of how you handled a high-pressure situation in the past. Explain what steps you took to ensure you met your goals on time.

Example: “In my previous role as an enterprise sales manager, I had to meet monthly quotas that were quite high. At first, it was difficult to get used to these higher expectations. However, over time, I learned how to manage my time more efficiently so I could complete all of my tasks by the end of each day. Now, I am confident that I can handle even higher quotas if needed.”

Do you have experience using sales forecasting tools to predict the demand for your products or services?

Enterprise sales managers often use forecasting tools to predict the demand for their company’s products or services. This helps them plan how many resources they need to meet customer needs and achieve business goals. The interviewer may ask you this question to learn about your experience using these types of tools. In your answer, explain which tools you’ve used in the past and what benefits you gained from using them.

Example: “I have extensive experience using sales forecasting tools like Salesforce Pardot and HubSpot Sales. These tools help me understand my customers’ buying habits so I can make predictions about future demand for our products and services. For example, when I worked as a sales manager at XYZ Company, I noticed that we were selling more of our product during the holiday season than any other time of year. Using the sales forecasting tool, I was able to determine that we should hire additional salespeople to handle the increased demand.”

When building a sales pitch, what is your process for deciding which features or benefits to focus on?

Enterprise sales managers need to be able to create effective pitches for their clients. This question helps the interviewer assess your pitching skills and how you prioritize information when presenting it to a client or customer. In your answer, explain what steps you take in creating an effective pitch that highlights important features and benefits of a product or service.

Example: “I always start by researching my client’s business goals and objectives. Then I identify which products or services can help them achieve those goals. Next, I determine which features or benefits are most relevant to helping the company reach its goals. Finally, I organize all this information into a presentation that is easy to understand and clearly outlines the value of our products or services.”

We want to attract more enterprise clients. How would you change your sales strategy to achieve this?

Enterprise sales managers are responsible for attracting new clients and maintaining existing ones. Employers ask this question to see if you have a plan in place to increase their company’s client base. In your answer, explain how you would implement strategies that attract enterprise clients. Explain what steps you would take to ensure the company attracts more clients than it loses.

Example: “I would start by analyzing our current sales strategy. I would look at which leads we’re currently pursuing and which ones we aren’t. Then, I would create a list of target companies that fit our ideal customer profile. Next, I would reach out to these companies with cold calls and emails. I would also use social media to connect with potential customers.

Once I had a few leads, I would follow up with them regularly until they became clients. I would also make sure my team was following up on all leads as well. This way, we can focus on leads that are most likely to convert into clients.”

Describe your experience with cold calling. Do you find it challenging or do you enjoy it?

Cold calling is a common practice in enterprise sales. The interviewer may ask this question to learn more about your experience with cold calling and how you feel about it. Use your answer to explain why you enjoy or dislike cold calling, and share an example of when you were successful at cold calling.

Example: “I find cold calling challenging because I prefer to build relationships with my clients before making calls. However, I have found that if I am prepared for the call and know what I want to discuss, I can make effective cold calls. In my last role, I was tasked with cold calling new prospects every day. I used my notes from previous meetings to create a script for each call. After a few weeks, I had built enough rapport with these companies that they would agree to meet with me.”

What makes you an exceptional enterprise sales manager?

Enterprise sales managers need to be exceptional in many ways. They must have strong leadership skills, the ability to motivate their team and a passion for selling. When answering this question, it can be helpful to highlight your most important strengths as an enterprise sales manager.

Example: “I am passionate about helping businesses grow. I love finding new clients and developing relationships with them. I also enjoy working with my team members to help them develop their own sales strategies. My goal is always to help everyone on my team succeed. In my last role, I helped one of my salespeople double her revenue within six months.”

Which enterprise sales manager role models do you admire and why?

This question can help the interviewer get to know you better and understand what qualities you admire in others. It also helps them see how your skills match up with those of a role model, which can be helpful if they’re looking for someone who has specific experience or training. When answering this question, it can be beneficial to mention two or three people that you look up to and why.

Example: “I have always admired my previous manager at my current company because she is so dedicated to her team and helping us succeed. She’s always willing to listen to our concerns and offer advice on how we can improve. I’ve learned a lot from her about being an effective leader and mentor.”

What do you think is the most important trait for an enterprise sales manager to have?

This question can help the interviewer determine if you have the same traits as their company’s previous enterprise sales managers. Your answer should show that you possess the skills and abilities needed to succeed in this role.

Example: “I think the most important trait for an enterprise sales manager is empathy. I believe it’s essential to understand your customers’ needs, wants and desires so you can provide them with solutions that meet those needs. It also helps me to be empathetic when my team members are struggling or having a difficult day. This allows me to give them support and guidance without being critical.”

How often do you make sales calls?

Enterprise sales managers often spend a lot of time on the phone or in meetings with clients. Employers ask this question to make sure you’re comfortable making sales calls and can do so regularly. In your answer, explain how much time you spend making sales calls and why it’s important for you to do so.

Example: “I usually make at least one sales call per day. I find that this is the best way to stay connected with my clients and learn about their needs. It also allows me to build relationships with them and show them that I care about what they want. Making regular calls also helps me meet my daily quota and reach my goals each month.”

There is a lot of competition in this industry. How do you set yourself apart from other salespeople?

Enterprise salespeople often work in a competitive environment. Employers ask this question to make sure you have the skills and experience necessary to succeed in their company. In your answer, share two or three ways that you set yourself apart from other professionals in your field. Explain how these skills help you achieve success as an enterprise salesperson.

Example: “I believe my greatest strength is my ability to build relationships with clients. I am always prepared for meetings and actively listen to what my clients say. This helps me understand their needs and find solutions to their problems. Another skill that sets me apart is my communication skills. I am able to clearly explain complex ideas to clients so they can understand them. This makes it easier for me to sell our products.”


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