"If you're not #1, why?"

Interview Tip

Matt Manley - ENT Sales Leader - Paycom
Matt went from Software ENG at Microsoft to being Paycom's Top 5 Sales rep to leading teams that went to Presidents Club for consecutive years.

2 questions he asks in interviews:
1. What has made you successful?
2. If you're not the #1 Sales rep, why?

Why he asks these and what he looks for:
1. What has made you successful?
-> He wants to see you have a process
-> Everyone works hard and still fails, you can't make $ putting in 100 weeks
-> What happens when the process stops working?
-> If your answer is work hard, it's tough to work harder

2. If you're not the #1 Sales rep, why?
-> Are you giving an internal or external reason?
-> "It's the territory", "someone has been doing it for 20 years" OR is it
-> "I need to find more prospects, network more, sell bigger deals"
-> How does someone approach not being the best?
-> Do you give an excuse or an action item?
-> What you do to be the best says a lot about how you think
-> If you're making it seem like you do more than you are, don't do that
-> Be honest, you're talking to your future Manager, you can work together

A Tip For Candidates Out There:
"Make contact with people at the company to get a referral. Email the Recruiter or reach out to the Hiring Manager on LinkedIn. People are not doing enough of this."