SEEN & HEARD
INTERVIEW QUESTIONS TO ASK YOUR SALES ENABLEMENT NEXT HIRE As more organizations establish sales enablement functions, there’s a rising need for talented practitioners. But finding the right sales enablement leader can be tricky. Here are 4 interview questions to ask to determine who is (and isn’t) a good fit for your organization.
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Describe the sales enablement program or initiative you’re most proud of. How did you make it successful?
How did you align sales enablement metrics with company/team goals?
Describe a time when you were asked to shift priorities. How did you handle the situation?
Integrating teams with different sales cultures can make it tough to change rep behavior. Ensure that both sides have input when defining the skills and behaviors reps need to execute the new strategy and incorporate best practices from both sides into your training and coaching efforts.
Look for evidence that candidates could show ROI for programs they executed at previous companies. For example, if revamping sales onboarding was a priority for the interviewee’s last employer, did they demonstrate success by measuring the program’s impact on time productivity for new hires, or training costs?
Your next sales enablement pro needs to work well with peers, but also with leadership. Listen for plausible examples that show the ability to adapt on the fly, as well as a willingness to engage in healthy debate when needed. What matters is knowing how well they respond to potential conflict.
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