Sales Interviews: How to Frame Missed Quotas

In an interview process/job search, what can make up for missed quotas? 

A demonstrated mastery of your sales process. Keen insights into deals lost, and what you learned from them. 

I had lunch with a friend recently who is a talented software seller who has sold in both enterprise and mid-market. Something he’s really doubled down on in recent years is his process. 

He knows how to be successful. He’s honest with himself when he loses a deal to a competitor (let’s face it, this happens!). 

The way he does client debriefs on lost deals, learning how and why they went with competitors, is game changing for him. He keeps his great relationships built with prospects. 

These are the qualities sales leaders look for. Sometimes, products essentially sell themselves. Sometimes a brand name is the closer in itself. Sometimes failure on the delivery and customer success side result in clawbacks and quota adjustments. But the sellers who do things the right way, aren’t afraid to learn why they lost, and seek out opportunities to learn, are the ones who can make the biggest impact at any firm they land in. 

This comes down to 1.) having a repeatable process and 2.) being able to articulate and practice it. If you can show you did either everything right or that you learned what you did wrong (and have made changes since then), most sales leaders will recognize the maturity, skill, and mindset you bring will yield wins more often than not.

B.B. King once said, “The beautiful thing about learning is that nobody can take it away from you.” That holds true and will give you an edge in landing that next opportunity.