Go-to-Market & Sales Strategy Topics
Market strategy, sales operations, territory design, and market expansion. Covers segmentation, channel strategy, and competitive positioning.
Territory Management and Quota Planning
Covers the end to end practice of designing and managing sales territories and setting and allocating quotas. Candidates should be able to describe territory design methodologies such as geographic, account based, and industry based approaches; perform data driven analysis including account concentration, revenue distribution, pipeline opportunity distribution, and market potential; and apply fairness and equity principles when assigning accounts. Includes quota setting techniques such as top down allocation, bottom up build, historical trend analysis, and market based adjustments, together with mechanics for quota communication and enforcement. Also covers operational topics such as how to handle territory disputes, restructure territories as the organization scales, determine review cadence and triggers for territory changes, assess the impact of territory and quota changes on rep performance and retention, and the tools and frameworks used for territory analysis and reporting.
Sales Operations Strategy and Vision
Present a strategic view of how the sales operations function should evolve to maximize sales effectiveness and business outcomes. Topics include whether sales operations acts primarily as administrative support or as a strategic enabler, recommended technology and tool stack, process redesign opportunities, analytics and forecasting capabilities, team structure and roles, enablement and compensation support, and prioritized initiatives tailored to the hiring companys sales model. Candidates should demonstrate how the proposed vision addresses known operational challenges and drives measurable sales performance improvements.
Go to Market and Revenue Strategy
Understand and evaluate how a company brings products to customers and generates revenue. Topics include sales motion and organization, self serve versus enterprise models, channel and partnership strategies, pricing approaches, customer acquisition and retention tactics, and how revenue model choices impact product and operational decisions. Candidates should be able to discuss trade offs between different go to market strategies and how to align revenue operations with growth objectives.
Sales Process and Fundamentals
Covers the stages and mechanics of the sales cycle and metrics used to manage and evaluate sales performance. Topics include prospecting and lead generation, qualification frameworks, discovery and needs assessment, solution presentation and value articulation, objection handling, negotiation techniques, closing strategies, post sale relationship management, and key metrics such as pipeline size, conversion rates, average deal size, and sales cycle length. Candidates should be able to describe consultative versus transactional selling approaches, how to qualify opportunities, and how to measure and improve sales performance.
Sales Process Design for Specific Context
Given a specific sales context (PLG motion, enterprise sales, SMB sales, vertical-specific, etc.), design the optimal sales process. Consider sales cycle length, deal complexity, team roles, customer journey, and conversion drivers. Define pipeline stages, activities at each stage, success criteria, metrics to track, and how you'd enable the team. Explain how this process would change as the business scales.