Articulating Time

"How are you spending your time during the Quarter and the week?"

When you get this question in an interview, it's critical to articulate your Annual/Quarterly/monthly/weekly goals + how your focus maps to achievement.

Here's what Ryan McKinley, RVP of Sales looks for in an answer...

"Do they know what they sell? Do they understand what problems their solution solves? Do they understand why customers pay for it....emphasis on the WHY"

Can they articulate a clear path of pipeline activities that are required to hit their revenue targets?

Are they aware? Are they a proactive seller?

Good:
"I have 50 accounts, but I really focus on these because..."
"I'm measured by X, here are the steps I take to exceed..."
"I build account plans, this is what a good one looks like..."

Bad:
"I close deals and generate pipeline"
"Ask my SDR what leads look good this week"
"Reviewing demo requests and pick out good ones"

Another tip next week but until then, here's a list of places hiring by role.

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