Sovereign Standards: Five Interview Red Flags to Address with Grace

During the interview process, it is common to want to put your best foot forward and impress the heck out of the organization so they hire you.  But take it down a notch! Consider whether the company is a good fit for you as well. Kind of like dating!  Below are five watchouts during the interviewing process, and examples of questions you could ask to gain a better understanding of what you would be signing up for.

Uncapped Commission. This means the company doesn’t set a limit on how much commission you could earn, which could be a good thing. Just make sure the company isn’t trying to hook you in. I suggest asking a few questions about the uncapped commission. Ask them to explain the commission structure and how other reps in similar territories finished the year before. When do you get paid on commission? How long is the salescycle? If they tell you the territory is generating favorable recurring sales revenue, ask whether you get the commission on this, or if it’s a house commission, meaning the company keeps it. You could find yourself managing recurring sales, but not receiving commission on them.

“The rep wasn’t working the territory.”  This is one of my favorites. I have been through many interviews where the territory is so good, and the previous rep wasn’t working. Now, if I made uncapped commission every time I have heard this, I would be a millionaire! It reminds me of my dating app days, when the other person would say, “My ex-wife is crazy.”  Blame shifting?! Perhaps.  I would run. However, if you are truly interested in the position, do some digging to learn more about the territory’s needs and the manager’s management style.  Can you give two examples of why you think the territory is unworked? What is your management style? What are your expectations for how to work this particular territory? Did the previous rep leave a pipeline to share?

Position Details Not Aligned Internally. Misunderstandings about the position can happen, especially if you’re talking to a recruiter who doesn’t have all the details. For example, the job description might list certain areas, but the manager could be looking for something different. This usually means there’s been some miscommunication between the recruiter and the hiring manager. Sometimes, the manager is even restructuring territories, so not everyone is on the same page. To avoid confusion, ask both the recruiter and the hiring manager which states you’ll be covering. Also, find out what their travel expectations are and how many days you’ll need to be in the office each week or month. Ask whether virtual appointments are allowed or if all meetings must be in person.

Manager Mismatch. This should be a given, but trust your gut. If you are not connecting with the hiring manager or other leaders during panel interviews, consider if this is the best position for you. Find out how closely the VP of sales works with your manager. Do they have a good relationship? These questions help you understand the sales team’s culture and are best asked by another sales rep you may ride with on a field ride day. Or connect with one on LinkedIn to see if they will answer your questions.

Where is corporate, and what the hell does it look like! You should know whether the corporate headquarters is in another country or just a short car ride away. And find out how often you need to travel there. Be realistic with yourself. Do you live in Rhode Island, and you can’t see yourself traveling to San Francisco every month? How often would I be required to travel to the corporate office? Really think about it. Also, if you have a chance to go to the corporate, take a tour if they will let you. Is it an unorganized and chaotic? Is it a tiny little headquarters?