Tough Interview Questions Part One

The following interview questions are all "thoughtgood management and what business models they
process" questions which don't have a wrong or rightbelieve to be most effective. For instance, my
answer. Instead, they are intended to gauge theanswers are quite simplistic and boring. I like Apple
thought process of the job applicant. Interviewing isand Goldman Sachs. The reason why I picked the
like formulating a paragraph. First, you have theaforementioned firms is that I truly admire their "pay
opening thesis, then the supporting argument, then ato play" attitude. The companies are exclusive. If you
brief closing. Whether it's sales, marketing or justwant an Apple, then you are going to pay more. If
about any other job, any interviewee should haveyou want a broker at Goldman, you are going to pay
intelligent answers and, before talking too muchmore.
about a particular concept, ought to present theirTo have a business model where you don't accept
closing statement.just anybody into your club is the best business
For instance, if we were to use question #2 as anmodel. My firm does not take any client; we want
example, the interviewee should have a companythe clients who are going to create a positive work
which they like and we may not like that particularenvironment for our sales and marketing
firm. Then, it's your decision to determine how muchrepresentatives.
you agree or disagree with their logic.3. If the applicant were the CEO, what would they
1. Hand the interviewee a balance sheet or incomedo to gain an edge on the competition?
statement and ask the candidate how one couldExecutive level sales and marketing applicants should
improve the company.think like a CEO as they are not simply "employees."
We're going into this question with the assumptionBecause a firm's investment is so high when hiring
that the sales or marketing applicant is not a CPA.these individuals, it is key that the exec. is on board
This is also a question for an executive levelwith what the organization is trying to do and shares
candidate. Though, the ability to read P&L is verythe same vision. This is also an excellent way to
important for higher level sales representatives asdetermine if the interviewee has done his or her
they need to know how much negotiation they canhomework on the competition.
take before the company is losing money on the4. What kind of support from the company does the
deal.applicant need to be successful and what would they
Additionally, this question shows creativity. See whatdo if that support went away?
the sales and marketing representative can deduceThis question is why we stopped working with large
from your current situation. In the first place, theyorganizations. You cannot bring somebody from IBM
should be able to tell you are looking for a salesinto a 30 person firm. Real sales people are turned
person, though see what they think is the bestoff by your Microsoft's, EMCs, etc. Sales people need
remedy for revenue which could be higher.to be hunters and they have to adapt with the firm
2. What companies does applicant think are great andwhich they are working for. However, sales people
why? Then ask why the applicant why didn't theydo need the support of a very solid, market
apply to themcompetitive product or service. Therefore, to an
With this question, the answer only matters aboutextent, a direct relationship exists between support
10% and the supporting thesis encompasses theand success. Though, good sales people roll with the
other 90%. They may like a company which youpunches. If you see someone go pale when this
have never heard of which can be a very positivequestion is asked, it is probably best to move on.
thing. You want to know what they perceive to be