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Sales & Business Development

Sales Leadership interviews. 12 titles, each with its own model.

Each page shows the competency model, the questions that test it, what changes with seniority, and where candidates lose the interview.

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Every Sales Leadership title

12 titles
Sales ManagerManages a team of sales representatives, sets targets, coaches performance, forecasts pipeline and reports on results to the business.Sales DirectorSets the commercial strategy, owns the revenue number and leads sales managers and teams to deliver profitable growth for the business.Regional Sales ManagerLeads sales teams across a region, setting targets, coaching representatives and managing key customer relationships to deliver regional revenue.Sales Team LeaderSupervises a small sales team day to day, coaching agents, tracking daily targets and stepping in on difficult customer conversations.Head of SalesLeads the entire sales function, defining go-to-market strategy, building the team and structure, and being accountable for total revenue.Area Sales ManagerManages a team of field sales representatives in a geographic area, driving targets, coaching on the road and handling key customers.National Sales ManagerOwns sales performance across the whole country, leading regional managers, setting national targets and managing key national accounts.Commercial ManagerOwns pricing, contracts and commercial strategy for a business unit, leading sales activity and negotiating major customer agreements.Vice President of SalesSenior executive who leads a large sales organisation, sets strategy and quotas, and reports revenue performance to the leadership team.Head of Business DevelopmentLeads the business development function, setting partnership and new-market strategy and managing the team that opens strategic accounts.Sales Operations ManagerRuns the systems, processes, reporting and territory planning that keep a sales organisation efficient and its forecasts accurate.Chief Revenue OfficerExecutive responsible for all revenue-generating functions, aligning sales, marketing and customer success around growth targets.

What the report looks like for Sales Leadership

Sample report · the format, not a result
Team performance & quota attainment4/5
Coaching & deal strategy reviews3/5
Forecasting & pipeline management2/5
Hiring, onboarding & ramping3/5
Sales strategy, territory & compensation design4/5
  • The situation in one sentence: where, what was short, and by how much.
  • The decision that was yours rather than the team’s, and what you chose not to do.
  • One number or one consequence that shows it worked.

Every competency is scored out of five with a line you actually said as evidence, and the weakest answers are rewritten as structure and specifics, never a script.

What Sales Leadership interviewers keep scoring

Team performance & quota attainment

Delivers the team number consistently: sets and cascades targets, tracks leading indicators, intervenes early with underperformers and manages exits fairly when coaching fails.

Coaching & deal strategy reviews

Improves reps' selling through structured coaching: call reviews, deal reviews that test qualification and next steps, and skill development plans rather than doing the selling for them.

Forecasting & pipeline management

Produces forecasts leadership can plan on: inspects pipeline quality, applies stage discipline, challenges optimism and sandbagging, and reports accurately with early warning on gaps.

Hiring, onboarding & ramping

Builds the team: defines the profile, interviews for evidence of selling ability, onboards with a structured ramp plan and gets new hires productive quickly.

Sales strategy, territory & compensation design

Designs how the team goes to market: segmentation, territory allocation, quota setting, compensation plans and channel choices, and adjusts when the market or product changes.

Cross-functional & executive leadership

Works with marketing, product, customer success and finance to remove blockers to revenue: negotiates lead quality, pricing, product priorities and resources, and represents sales credibly to the executive team.

Sales culture & integrity

Builds a team that sells honestly and sustainably: sets conduct standards, handles discounting and channel-stuffing pressure, protects customer trust and keeps morale through tough quarters.

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