Generic Questions Flashcards
What brought you here today ? / Tell me about yourself ?
Graduated BSc in chem
Door - to -Door sales role: increase confidence, communication and resilience skills
Stock control chemist: analyzing waste and managing stock levels realized sales were better as I preferred to sell waste to clients on the phone.
On the hunt for a sales role specificaly in a startup / scaleup
landed the role at Uber Eats as a field sales rep
gained a ton of experience: working in a fast constantly changing environment, collaborative team and understanding the sales basics such as lead generation, pipeline management, cold outreach and account managment.
During time at Uber Eats consistently exceeded targets, went above and beyond for RPs and took on various projects e.g. development of the student booklet for uni students and training the new FS rep, from this I improved on my Leadership skills and time management skills and i really enjoyed my time at Uber Eats. thats why im here today because your company is a tech scaleup, and i know that I will be able to learn and grow within your company.
Tell us a bit about your relevant work experience?
Door -to - Door sales: knocking on over 150 doors a day selling charity.
FS rep @ Uber Eats: signing up new restaurants across the west midlands
Why Sales?
During my time as a d-2-d sales and FS rep my basic skills have improved so much, im more confident, resilliant and my comunication has improved so one reason is because with sales you are constantly learning and growing, another reason is im competitive I play diffrent sports and I like to win and sales is like a game. and finally with sales your network grows and as someone that wants to own their own business having a good network will help grow the business as well as having great sales skills.
What are your current metrics?
Blended Quota based on 3 things CWs, First Trip, and Gross Bookings.
What are you looking for in a new role ?
Looking for a company that grows their employees through mentorship and learning. Looking for a career progession. looking for a company that helps business grow.
What will I like my career progression to look like ?
SDR - AE - managing a team.
Why should we pick you over other candidates?
Young Hungry professional looking to succeed, im always seeking feedback so i can learn and improve from this, im an ideas guys so any ideas i come up with that i believe can be beneficial to your company i will pitch them to you as I consistently used to do at Uber Eats.
What is something you’re passionate about?
one thing im passionate about is bouldering, I fell in love with the sport last year and im currently addicted to it, i go three times a week. because climbing is like solving a problem you need to figure out the route, try it multiple time, fail multiple times but the one time you do eventually get to the top hold and get 2 hands on it it feels amazing, huge dopamine rush.
Why do you want to be a SDR/BDR?
enhance my lead generation, cold outreach skills, and pipeline management. improving on my sales tech using diffrent CRM tools, and engament platforms like outreach.io. gain exposure to a wider range of industries and markets. learn what different strategies a SDR/BDR would use.
Tell me about a time when you exceeded your sales
My First Full quarter at Uber Eats, where I was told off before this as my pipeline management skills was not great. i went to top sales reps spoke to them on how to improve this and i focussed on have a clean pipeline consisitently updating activity and a result i exceeded my first quarter by around 15% so CW target was 24 I managed to achieve 28, and this made me realise that pipeline management is the most important aspect in sales and do well in sales.
How would you define success in this role?
Consistently exceeding targets for qualified meetings booked for AEs, generating a great pipeline. updating CRM having good pipeline management, good product knowledge and understanding of the value it has to businesses, good knowledge of the territories I’m selling into, and being a coachable individual and a team player.
What qualities make a good SDR?
Great communication and relationship with AE, Understanding the product being sold and the value proposition to the businesses, knowing your market and dong enough research on the potential prospect before outreach, having a structured day, block time for coldcalling, emailing , pipeline management and handover meeting with AE. being coachable and learn from top reps.
What would you do if you found yourself struggling to hit quota?
1: reflect back on what I have done, my sales stratergies and any call recordings
2: speak to my mananger and seek some advice from them
3: see the top performing sales reps and reach out to them asking for advice
4: start implementing these new tactics
What are your outreach methods?
LinkedIn sales nav, competitors (JET AND DELIVEROO), Social media (tik tok, insta following pages such as independant birmingham pr bham updates , joining random FB groups like Birmingham chefs) and SF any old leads that havent been touched in a while and when im out on the field.
What strategies do you use for prospecting new leads?
Set time everyday for new lead prospecting, make a list, then check SF to see if they have leads already made. depending on the businesses strategy i.e. what type of business they are going after.
How do you work on leads?
**cold outreach - cold calling and email sending. Groove flow: Day 1 , Day 4 , Day 8 , Day 12 , Day 18: ***
Can you walk me through your sales process?
Outreach: Cold outreach (cold calling, emails, messaging on Social media, send Letters, visiting restaurants in person)
Pitching: meeting the DM, do research on their resto look at reviews. ask pain point questions and pitch Ubers value proposition
Negotiation: develop a deal where both parties are happy.
Negotiation opp ver: send Docusign contract, upload correct docs for compliance, make sure menu and their page is correct looks good
CW/CL: CW
Onboarding: making sure they have received tablet/ printer, making sure they know how to use the UE manager app to track sales, menus and promotions.
why did you choose certain prospects?
If resto has a good social media presence: great fit for Uber Eats platform, the owner will be a business minded person, because they are already investing into their social media marketing I know that they will invest into promoting their delivery ops too. and from previous experience these are RPs that I get along with because they respect the partnership.
How do you handle objections?
repeat objection back to the prospect, answer the objection and ask a follow up question.
How do you stay motivated in a role with frequent rejection?
Rejection is so common and ive learned to not take is personally and learn from it and improve my next pitch and focus on what I can control to maintain a clean pipeline, making adjustments to my pitch and reaching out to my team to get some advice. just trust the process I know that if I continue outreaching I will eventually get meetings booked through the law of averages.
Describe a time when you had to deal with a difficult prospect. How did you handle it?
Tap and Tandoor : One particular prospect was exclusive with deliveroo, had an outdoor area where around 6 food trucks can operate, and every food truck was exclusive with Deliveroo because he came up with a deal with them. now this restuarant would be a huge win because there was a huge cuisine gap in the area, and deliveroo were CP1 so this win could gain significant market share in the area. so me and the account manager were happy to go deep on the deal, and after months of negotiating going back and forth, we decided not move forward with him because he was leveraging competitive offers to get the best deal himself rather than understanding a long term strategic partnership. however I continued going to the food vendors and managed to get one across Burger Me Up, and they did well on Uber, managed to get his other stores on with us with one being exclusive.
How do you currently go about segmenting your target market
Cuisine type: Indian, fast food, halal
Restaurant Size and Type: SMB , expansions, ent
Location: Student heavy area, muslim populated area, middle aged family areas.
By understanding the specific needs of each restaurant segment, I can provide customized solutions and help them achieve their business objectives.
For areas with a high student population, like Selly Oak in Birmingham, we might focus on smaller, independent restaurants offering affordable meal options. We’d emphasize the benefits of reaching a large student audience through the Uber Eats app and offering tailored promotions.
