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Years ago, I was invited to interview for a vice president of sales position with a mid-sized services firm. Everything was going well with my interview with the company’s CEO — and then the question came.

It is a favorite question, yet also the most ridiculous question, for a CEO to ask a vice president of sales candidate in an interview.

“How much revenue can you drive for us this year?”

I thought it was a joke, but he wasn’t kidding. Maybe it was a trick question? It wasn’t. I said, “Before I respond to your question, may I ask you a few questions?” He acquiesced…

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Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning,  best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.