first stage Flashcards
Can you share examples of your leadership experience in leading high-performing teams in a fast-growing technology company?
-Scaled Lifescience SDR team at Patsnap.
Pipeline Growth: Increased from $1M to $6M (6x boost).
-Grew from $250K to $1.23M (5x rise in ARR).
-Accounted for 50% of pipeline and 40% of revenue.
-in just 2 years.
What specific strategies have you employed to drive excellence in pipeline generation and closing within your previous roles?
-Gave new SDRs effective sequences templates backed by data insights
-Giving SDRs 1 ICP to sell too
-Provided crib sheets for ICP.
-20% rise in SDRs meeting onboarding goals.
How have you successfully attracted, recruited, and developed world-class talent in the early stages of their sales and management careers?
The key to attracting world class talent is coaching in interviews, ensuring they improve their sales skills from the interview process. Turned down higher salaries to join my team. Focus on developing Top AEs not Top SDRs, IDP structured framework and coach them to develop these skills.
Can you provide an example of a challenging situation where you took ownership and successfully led your team to overcome obstacles?
Summer Slow Start: Initially, team faced low activity during the summer.
Proactive Response: Instead of blaming, I attended webinars, identified ICP leads, and booked meetings.
Sharing Success: Shared my approach, emphasized growth mindset.
Team Adoption: Several team members adopted the approach, met targets successfully.
How do you balance your strategic responsibilities, such as building a team, with the tactical execution required on a day-to-day basis?
-Started with challenges, grew to manage 10+ SDRs.
Time Management: Color-coded calendar for Tactical vs Strategic time (70-80% Tactical, 10-20% Strategic).
- Prioritized revenue by saying no to conflicting calls, catching up later.
Can you share an example of a situation where your strategic thinking contributed to the success of your team?
Salesforce Insight: Observed only 50% of QSL from the key vertical in Q2.
- Conducted sessions on effective pitching.
Booked a demo using pitch
-Set a target for 80% QSL from the vertical.
-Surpassed the goal, achieving both QSL and pipeline generation.
How do you incorporate a data-driven and highly analytical approach in managing and optimizing your sales development team?
-Used Outreach data for optimal call and email times.
-Developed a schedule for SDRs based on A/B testing.
-Observed improvements in pick-up, open, and reply rates.
How deep is your understanding of predictable revenue models, and how have you applied this knowledge to drive success in your previous roles?
Quarterly Target: Sales team aims for $2 million, with 50% from SDRs.
Conversion Rates: 80% QSLs become opportunities, 20% of opportunities close.
Calculation: Results in 66 opportunities, needing 8 QSLs per SDR monthly.
Target Achievement: Aimed at hitting the $2 million target.
Can you discuss your mastery of sales development and value selling practices?
Research: Thoroughly research prospects.
Consultative Selling: Understand benefits and pains.
Adding Value: Provide value at every sales interaction.
Educational Focus: Emphasize teaching over traditional selling.
Can you share a specific example of how you coached and developed SDRs into high-performing Corporate Account Executives?
Preparation for Discovery: Trained SDRs for the start of demos.
Encouragement: Motivated them to schedule more discovery calls.
Coaching Session: Conducted a framework session for scheduled calls.
Gong Recording: Recorded calls for coaching, suggesting improvements.
How do you embody Snowflake’s values, particularly the “Leaders Eat Last” and “Results-Driven” approach?
Treating the team like humans not robots – Get to know session, starting with me we shared things about our lives. (trust)
I start my 121s with an empathetic question how you are you? Fine thanks, and when they start telling me about their work, I repeat the question and make it clear I’m asking about their well-being.
Growth mindset
I would talk about challenges (summer/Christmas) like hurdles to jump over not like ceilings. Embrace them, overcome them. Talk about other peoples success as inspiration not a threat.
