Sample Answer
This actually happened to me when two enterprise accounts that made up ~35% of our regional revenue cut spend by about 40% for two quarters due to internal budget freezes. Within 24 hours, I sat down with finance and RevOps to quantify the gap by month and by rep. We modeled three levers: expansion in our top 20 accounts, faster activation of mid-market deals, and new logo volume. I reshuffled territories so my two strongest strategic reps focused on the next 10 highest-potential accounts, each with at least 20–30% whitespace. We built specific expansion plays and weekly “red account” reviews for at-risk customers to prevent further erosion. I was very transparent with the team: I shared the numbers, what we could control, and what success would look like. Within one quarter we backfilled about 70% of the lost revenue and by Q2 we were at 102% of quota despite the cuts.
Keywords
On your resume you mention working on a cross-functional project (e.g., involving multiple teams or stakeholders). Describe a situation from that project where priorities conflicted—how did you navigate the trade-offs and what was the final outcome?
Walk me through a recent multi-channel digital marketing campaign you managed end-to-end. How did you set objectives, choose channels, allocate budget, and measure success?
In your resume you note improving or optimizing [a process, KPI, or metric]. What specific baseline metrics did you start from, what steps did you personally take, and how did you verify that the improvement was due to your changes rather than external factors?
In your civil engineering studies, what specific design coursework or project work did you complete related to irrigation channels or canals (e.g., design of lined/unlined canals, distributaries, minors)? Describe one such design in detail, including how you determined discharge, permissible velocity, section dimensions, and lining choice for Gujarat-type soil and climate conditions.
Based on your hydrology and irrigation engineering background, explain how you would estimate the irrigation water requirement for a kharif crop in a semi-arid region of Gujarat. Walk me through each step: from reference evapotranspiration estimation, crop coefficient selection, effective rainfall calculation, to arriving at canal discharge for a given command area.