Interview Tips

He's been in recruiting for almost a decade and he won't tell you this but I will: He's an expert when it comes to coffee. Derek Eng has helped build Sales teams at Google and now Databricks. Let's see what he asks and looks for in interviews.

3 Questions Derek Asks:

1. Why are we talking today and why do you want this job?
2. Give me a 2 minute overview of your background
3. Tell me about the most complex deal you've closed (doesn't need to be largest)

What He Look For In Answers:

1. Why are we talking today and why do you want this job?
-> Sales is tough. Late nights, stress... carrying a bag is difficult
-> What're your motivations? What makes you tick?
--> Coin operated, mission driven, providing for family, chip on your shoulder, etc.
-> There isn't a right or wrong answer, I'm looking for the ability to communicate
-> You can be the most qualified person but if you lack motivation, it's a no
-> Are you being genuine/passionate or is it a canned response

2. Give me a 2 minute overview of your background
-> This is supposed to be 2 minutes, there's a reason why I say it in the question
-> Good candidates manage time (I also pay attention to what they focus on)
-> This is an effective part of being a seller
-> If they go over, do they have self awareness (ask questions or ask if it's OK to go over)
-> This doesn't have to be all about work, it can be personal accomplishments

3. Tell me about the most complex deal you've closed (doesn't need to be largest)
-> I look for
--> Do you understand the customer and their mission (did you research)
--> Did you take a multidimensional perspective to the account and connect the dots
--> How did you identify the use case, is this technology / biz value / in between
--> Who were the stakeholders involved, DMs/Champions/Obstacles etc.
--> Did you waste your time and over invest in the wrong people
--> What were the power dynamics
--> Did you leave money on the table because you didn't fully understand
--> Who did you partner with internally or through channel Sales
--> What was your role? Were you driving this or was someone else?
-> Examples of what good looks like
--> They drove the deal but worked with a team
--> When things stalled, do they explain how they motivated the team?
--> How they removed roadblocks (procurement, getting higher in the account, etc.)
--> Best candidates tell me what's going on in all parts of the account

Advice:

"Most Salespeople can do the job. My job as a Recruiter is to find the best person, who can move the needle and have the most impact. Actions speak louder than words, applying is different than reaching out proactively. Find people in the role you want, find the HM, multithread, research."