I personally was not happy with my experience at this company, but to say it’s not for everyone would be ignorant.
I’m offering some questions to ask during the interview process that will help you evaluate your next opportunity and life choice to see if it’s a good fit or not:
Ask about individual quota attainment and ask to see their numbers and dashboard from previous quarters by rep.
Ask to speak with current and recent ex-employees.
Ask how many reps in your segment have been hired in the past year, how many of those reps are no longer with the company, how many of those reps hit quota or hit quota consistently.
Ask about territory and account distribution, how is it made equal? Do rep owned accounts count towards round robin? What is differentiation between assigned sdr’s and their attainment numbers?
What industries are not a good fit? Why?
Ask about lead expectations, self-sourced expectations, and current + historical attainment proof of both.
Ask if they ever lowered quota over the past year. Both company and individual. Confirm with reps.
Ask how the direct manager handles critical feedback, and an example at DataGrail.
Ask how direct managers communicate to leadership from the front lines, and what changes have been made from this in the past 2 months? Speak with that rep too.
Ask how often you are able to speak with senior leadership? Ask both leadership and individual reps how often this happened in past quarter.
Ask how sales helps influence messaging across marketing and the GTM team.
Ask what their main differentiator is, in addition how and why that’s most important in the current economy and market. Ask for examples from 10+ customers.
Ask how many current customers had the CEO involved during the initial sales cycle.
When it comes to sales cycle, ask what that is and ask what percentage had a closed lost deal within the previous 2 fiscal years/had to be nurtured. Do all reps have the same number of accounts with closed-lost opportunities? What is expected sales cycle for brand new leads? How does this align with ramp?
How many deals were lost to a competitor for being less expensive on the entry level product or offered a trial/POC?
This should be a good starting point
Best of luck!
