Tell me about a time when you exceeded sales targets and how you achieved it
Theme: Sales Performance Role: Business Development Manager Function: Sales
Interview Question for Business Development Manager: See sample answers, motivations & red flags for this common interview question. About Business Development Manager: Identifies new business opportunities and builds relationships with potential clients. This role falls within the Sales function of a firm. See other interview questions & further information for this role here
Sample Answer
Example response for question delving into Sales Performance with the key points that need to be covered in an effective response. Customize this to your own experience with concrete examples and evidence
- Sales Target Exceeded: Provide specific details about the sales target that was exceeded, such as the revenue or quota amount
- Sales Strategy: Explain the sales strategy or approach used to achieve the target, highlighting any unique or innovative methods
- Market Analysis: Discuss the market analysis conducted to identify potential opportunities and target customers
- Prospecting & Lead Generation: Describe the methods used to prospect and generate leads, such as cold calling, networking, or utilizing online platforms
- Relationship Building: Explain how relationships were built with customers, emphasizing the importance of trust and rapport
- Effective Communication: Highlight the communication skills utilized to effectively convey product or service benefits and address customer concerns
- Negotiation & Closing: Discuss negotiation techniques employed to close deals and secure sales, including overcoming objections and addressing pricing concerns
- Sales Team Collaboration: Mention any collaboration with the sales team, such as sharing best practices, coordinating efforts, or supporting each other
- Continuous Improvement: Explain how continuous improvement was implemented, such as analyzing sales data, seeking feedback, and adapting strategies accordingly
- Results & Impact: Share the specific results achieved, such as the percentage or amount by which the sales target was exceeded, and the impact it had on the business or team
Underlying Motivations
What the Interviewer is trying to find out about you and your experiences through this question
- Sales Performance: Assessing your ability to meet and exceed sales targets
- Sales Strategy: Understanding your approach and tactics to achieve sales targets
- Problem-solving: Evaluating your ability to overcome challenges and obstacles in sales
- Goal-oriented: Determining your focus and drive to achieve set goals
- Results-driven: Assessing your track record and ability to deliver desired outcomes
Potential Minefields
How to avoid some common minefields when answering this question in order to not raise any red flags
- Lack of specific details: Not providing specific numbers or metrics to quantify the achievement
- Taking sole credit: Not acknowledging the contribution of the team or support received
- Exaggeration: Providing unrealistic or exaggerated results
- Lack of relevance: Sharing an achievement that is not directly related to sales targets or the role of a Business Development Manager
- Inability to explain the approach: Not being able to clearly articulate the strategies or tactics used to exceed the sales targets