We’ve all had it, the interview has been great the conversation flows, you’ve chatted for what feels like hours and have covered everything, and then the interviewer asks…

“do you have any questions?”

Don’t panic if your mind goes blank, just remember “expectations”.

What are your specific expectations of me? Is a fantastic question.

What are my targets both KPI’s and revenue for the first quarter, second quarter and first year?

The last thing you want is to start a new job and be shocked by the level of performance expected of you.  The company could be everything you want but if they expect you to generate £100k in your first month and to make 250 calls a day you’re on a hiding to nothing.

Make sure you are clear on what they want you to achieve personally, and, if managing others, what the team are expected to do.

But expectations go both ways…

What can I expect in return?

The interviewer may have outlined the commission structure but ask for real deal examples…

When others have achieved these targets how much have they earned?

What does your highest achiever generate in revenue and earned as a result?

What opportunities present themselves ie promotion, further training, bringing on new team members below you, training others etc..?

Questioning expectations shows a commercial understanding of how a sales role works, as well as painting a clear picture of what achieving results will look like.

Good luck!