A graduate of Carleton University, Andrea is a regular contributor to the Peak Sales blog. Can this candidate hit their targets quickly? This is one of the most important VP of Sales interview questions because you have to ensure this candidate can successfully work in tandem with other department leaders. I met with the controller for the 1st & 2nd interview. Interview Questions for a VP Sales. What specific sales tools has the candidate used, and which ones work for his or her initiatives? Include those that have worked out well—and not so well. Key Responsibilities of a VP Sales “The average tenure of a new sales leader is 19 months. “Tell us some of the steps you would incorporate to make the sales team powerful and dexterous” or “Give us an idea about the experience you have had while innovating sale processes”. They drive operational improvements through investments in technology infrastructure, improved data harvesting, and analysis with better data tools. How would you arrange a meeting in-person? All the latest insights on sales and sales hiring, .blogheadersmall{font-family:'ProximaNova',sans-serif;color:#fff;margin-top:0;text-transform:uppercase;font-size:17px;letter-spacing:2px;line-height:1.1em;margin:0 0 20px 0;font-weight:inherit;font-style:normal}.blogheaderbig{margin-bottom:0;position:relative;font-size:42.5px!important;color:#fff;font-family:'ProximaNova-light',sans-serif;font-weight:600!important;margin-top:0!important;line-height:1.2;margin:0 0 0 0;font-weight:inherit;text-transform:inherit;font-style:normal}.blog-underline{position:relative;content:"";border-bottom:3px solid #6eba57;left:0;top:10px;width:125px}. Review them to help frame your responses based on your own qualifications, skills, product knowledge, achievements, and sales experiences. If you’re curious what to look for in a VP of Sales candidate’s resume, read this. Interview Questions for a Vice President of Sales Executives. How have you gone about establishing performance goals for your sales team? indicates that a greater percentage of such companies’ reps achieve quota, and have a greater confidence in their organization. Please share a past  example of how these have come into play in relationships with your team. 10 Great Questions to Ask a VP Sales During an Interview by Jason Lemkin | Blog Posts , Early , Hiring , Sales , Sales One of the classic original SaaStr posts was on the Top 10 Questions to Ask a VP of Sales Candidate. Sales executives are on the front lines of sales operations. When evaluating a VP of Sales for customer management abilities, look for their understanding of the market, the competition, and how they plan to maximize revenue by optimizing the sales process. What are your communication skills like? How has the candidate employed metrics to manage and grow his or her prior sales team? These criteria should be codified in a candidate scorecard that each interviewer fills out after interviewing a candidate. We’ve collated the interview questions that have yielded the best outcomes. Learn about interview questions and interview process for 2 companies. How would you describe your management style? How did you go about implementing this? Executive management interview. Please share examples of results from past teams. All Rights Reserved. What attributes do you possess that make you a strong leader and coach? For example, During challenging financial period, I was able to negotiate repayment schedules satisfactorily with multiple vendors. Particularly noteworthy is that retention rates are also significantly improved. Interview Questions for a Vice President of Sales Executives. This is a necessary trait if the candidate will join the company as an executive. How did you go about learning, and how successful was the outcome? This means that it is absolutely critical to choose well when bringing a new Sales VP into your organization. Your new VP of Sales should be comfortable managing sales metrics and employee performance using CRM. Home » Blog » Interviews » 6 Solid VP Of Sales Interview Questions. Let us know! And, perhaps most importantly, sales leaders drive their hiring efforts. My advice for you is to be consistent, use some finesse, and give it a try. Discuss how you’ve built a high-performance sales culture. What are the biggest risks you have taken in recent years when it comes to your sales organization or sales approach? What obstacles did you encounter, how did you overcome them, and what were the actual results? No other member of the executive suite fails as often as the sales leader.” — Matt Sharrers and Greg Alexander If you’re curious what to look for in a VP of Sales candidate’s resume, read this. Imagine you were attending an event on the company’s behalf. How have you gone about building a teamwork environment in the sales organization’s you’ve led? This double-barreled question separates individuals committed to your company’s vision from those who are just looking for a job. Conversely, companies that use structured hiring tools in the interviewing process have been shown to have a more effective sales force. If a customer kept asking you to lower the price of your product so they can buy, how would handle it? Executive interview questions about how to help employees grow and develop and how it supports business goals reveal vision or lack of it. A Sales VP is responsible for building and managing a successful sales team that generates revenue. Imagine you cold-call a prospect. How many salespeople do you estimate our company needs, given our goals and current position? Please discuss your quota performance over the last three years. at this stage of the company, and at future, scaled stages? Once the interview is over, fill out your scorecard and reflect on the following five questions: By taking these questions into account, along with the hiring criteria on a formal scorecard, hiring managers can significantly improve their chances of making the right hire. They know how nurture customer engagement by setting high-level strategy and driving their sales force to focus on the right activities and behaviors. A VP of Sales is not just a strategist and client manager—they are a key player in a company’s recruitment, training, and development of salespeople. 353 vice president sales interview questions. Great managers elevate their whole team, while average managers bring excellent salespeople down to their level. Why would they be a fit? Industry-specific knowledge isn’t critical (any good salesperson can be trained) but it might help you during the initial screening. What form do you prefer—written or face-to-face? Developing a sales process and ensuring that it’s executed appropriately, Helping the sales force to make use of tools, customer data, and research, Managing rep performance and ensuring that it is aligned with company direction, Setting high-level sales strategy to drive revenue. Asking it also encourages the person to elaborate on the types of duties they expect to fulfill. Excellent sales leaders are self-disciplined and fixated on target revenue goals. What do you expect from sales support roles (engineers, operations managers, etc.) Key Responsibilities of a VP Sales “The average tenure of a new sales leader is 19 months. Let me tell you a little bit about my situation. These are some of the best VP of Sales interview questions to consider. Explain your strategies or thought processes around how our company can win over competitors. Finally, a closing question can help draw out the candidate’s thoughts and provide insight into how they feel about the position and the company in general: This comprehensive set of questions will provide a framework for filtering your candidates, based on their skills, experience and personality. Certain interview questions bring hidden information to the surface. Please describe the best sales infrastructure you’ve put in place in your past roles. They develop individuals and help them to navigate the company when they need support and resources. Executive Interview Questions . What characteristics do you look for when hiring sales professionals? If the candidate fails to describe how he or she has built a team, chances are the candidate probably cannot put their process into play at your company. The right executive interview questions delve into specific executive and leadership competencies. Practice interview responses is advice given job seekers; however, one of the best ways to demonstrate your interest and enthusiasm about the job you're seeking is to ask your own questions. August 10, 2017. by Our Experts. Designed by Elegant Themes | Powered by WordPress. Structured approach to holding people accountable. They’re skilled at guarding their team from any distractions and negative attitudes that may detract from this priority focus. Here are a few example executive interview questions: How to Answer Tough Management Interview Questions. Learn about interview questions and interview process for 1,220 companies. They influence your people, your business strategy, and your customer relations, so it’s imperative to design interviews that weed out the bad candidates and deliver the one outstanding individual who is a perfect fit for your business. Copyright © 2020 TRUPATH. An increasingly important executive competency sought after in a tough economy is cost-cutting. Please walk us through how you approach field engagement—making joint customer calls with reps and understanding customer demands and expectations in today’s marketplace. Great candidates are outgoing with some sales or customer service experience. When you’re not at work, what do you do to enjoy yourself? Then, before you answer, ask the interviewer about the work environment in their office. How much feedback do you like to get from people you report to? They also represent the needs of the customer to the rest of the company, directly and indirectly. After all, “first class hires first class, but second class hires. Andrea spent her first few years at Peak as one of the firm's top headhunters before being selected to initiate and run the firm's candidate marketing division. Underperforming sales leaders were more likely to have an informal sales process or none at all. Do you have experience managing a company’s revenue forecast? Questions like this one are often less about the answer and more about how a candidate thinks through the question or problem-solves in an interview setting. No other member of the executive suite fails as often as the sales leader.” — Matt Sharrers and Greg Alexander Y Scouts is an executive search firm that helps nonprofits and social enterprises find exceptional leaders. One of the critical mistakes companies make is building an interview process and questionnaire before fully understanding the responsibilities and functions of a sales leader. There was a 51% gap in quota attainment between high-performing and low-performing sales leaders in a study of 400 VPs of Sales and managers: the high performers achieved 104% quota on average while the low performers reported 54%. Role-specific questions The top-quality hires will have thoroughly researched your business, determined the general and specific impact(s) they could have on the organization, and expressed this to you confidently in the interview. Let us know! What do you think makes you a good fit for this position? What are some major challenges in the future of the industry? Discuss how your approach has changed over your career as a sales leader. Treat it as such, prepare for these questions, and you’ll close the deal. Provide one or two recent examples of significant deals with existing key clients where you developed and executed a targeted account sales strategy to increase account revenue? Got an interview coming up where you’re applying for the role of a Vice President? Describe how you would involve marketing with your team for lead generation, at our company’s current stage. , according to a survey by USC’s Steve W. Martin. Industry leading VP of Sales drives financial results through their understanding of their customer segments and their ability to connect with them today and into the future. This role directly influences a company’s revenue, market share, expansion potential, and culture, and the disparity in sales leaders’ performance is stark. Do you have any concerns at this stage of the interview process? It is a tactical way to set yourself apart from "ordinary" candidates. What is your sales team’s track record for acquiring and retaining clients? The following questions are designed to help identify those candidates with outstanding business acumen and management skills. Here you can find some of the most often asked Vice President interview questions … What VP of Sales interview questions have you been asked? These might not be the most challenging interview questions asked for management positions. Discuss the attributes you possess, and share examples of how you’ve leveraged them to drive team performance. The next step is to formally evaluate them. Now for this 3rd interview I am to interview with the President and VP. selection to such an extent that companies would be better off were they to select candidates entirely at random. class.” The future success of the sales organization rests on the VP Sales’ ability to implement systems that find, hire, and cultivate above-average talent. Discuss how you’ve implemented new go-to-market strategies, adjusted existing strategies, or developed new sales processes to achieve substantial revenue growth. But, these are a few of the most difficult interview questions to prepare for: 1. What are some of the biggest challenges you have ever faced and overcome in your career as a sales leader? In the end, an interview is just a sales meeting—the candidate is the product, and the interviewer is the customer. These questions test the candidate’s aptitude for sales strategy and leadership, as well as their focus on results. And they implement a strict sales process and hold their team accountable to it; according to Martin, 43% of high-performing sales managers use a closely monitored, strictly enforced, or automated sales process, compared to just 29% of underperforming sales managers. Fresh graduates do not apply for executive-level jobs. But when it comes to hiring a VP of Sales, it makes all the difference to the future success of a company. Please share examples of how your process has worked in a past role, and why it’s been successful. Please discuss the selling tactics that were most successful in a past role. With such a wide range of responsibilities and influence associated with the position, hiring managers should thoroughly assess a candidate’s ability to deliver on these sub-responsibilities: Hiring managers should also closely examine a candidate’s success with previous companies as a key indicator of future performance. Corporate and HR leaders know that getting their interview process right is important. Interview Questions for Vice Presidents: 1. Alignment between the Sales department and Marketing, Account Management, and Customer Success is highly crucial to any organization’s success. Excel simply will not cut it any longer. After all, “first class hires first class, but second class hires third class.” The future success of the sales organization rests on the VP Sales’ ability to implement systems that find, hire, and cultivate above-average talent. They also combat hiring biases. Demonstrates candidates' current industry knowledge as well as analytical skills. How did you implement the change and what was the impact (e.g., on quota, new client acquisition, gross profit, etc.)? How to answer: Do your research on the work environment in the place you’re applying to work. Leave your questions in the comments below. Should I prepare different? How do you alter your management style when working with very seasoned sales team members, as compared to less experienced reps? This is a necessary trait if the candidate will join the company as an executive. At Peak Sales, we’ve assessed and interviewed over 10,000 sales leaders for our clients over the last 13 years, and we’ve compiled an exhaustive list of interview questions that will help you select your next VP Sales. If you’re curious what to look for in a VP of Sales candidate’s resume, read this. During this, mention your top objectives your current sales team must overcome in their own pitches. Your next VP of Sales is a crucial hire. Executive interviewers seek the best candidates to solve problems and create organizational efficiencies, and their interview questions are centered on these important competencies. In this article we will focus on executive-level candidates and which questions you should consider asking during the interview. We’ve also called out our 10 most popular questions that shine a light on the most important attributes of a VP Sales. They also combat hiring biases. Contact us if you are looking to find an exceptional leader. Please provide one or two specific recent examples where your efforts and innovations resulted in significant gains. How did you develop them and implement them across the sales force? Do you involve many or few people in your decisions? How do you communicate your expectations for managers and individual contributors? 3. Through our TruProcess, we are able to consistently deliver exceptional candidates that help organizations continue down successful paths. Please tell us about your experience in hiring and growing a sales team. But in the long run, excellent managers with average salespeople consistently outperform. Question 4: Why did you leave your last job (why do you want to leave your present job)? In a specific example, past or present, what was your recruiting approach? That’s why we have compiled a comprehensive list of the top 6 VP of Sales interview questions. The employer want to test your problem solving skills, including the actions you took and your thought process. Please describe your decision-making approach when you’re faced with difficult situations. If a new hire is joining your organization in a senior role, he or she must know how to effectively communicate with superiors, colleagues and direct reports. Let us know! unstructured interviews and hiring methods can actually harm. Walk us through, in detail, the process you use for onboarding and training new sales reps. The employer want to test your problem solving skills, including the actions you took and your thought process. The best candidates are more than just sales experts. What were the results? Why are you interested in our company? No other member of the executive suite fails as often as the sales leader.”. Here are a number of questions you might be asked during an interview for an executive level position. Interview Tips for Vice President Candidates Published on December 3, 2014 December 3, 2014 • 239 Likes • 32 Comments If you joined our organization, what specific actions would you take in the first month? Ace your sales interview with these helpful strategies for responding to interview questions, along with examples of common sales interview questions and sample answers. The VP Sales steers the direction of the sales function, aligns resources, and improve key selling processes & channels. Tell me about the most satisfying sale a previous team member made; what made it special for both you and your sales rep? They also optimize budget allocation, sales force compensation, and a whole range of team development programs. In particular, what parts of it are structured, rigorous, and focused on accountability, and what parts of it are unstructured? Finding The Right VP of Sales for Your Organization. A business development executive has a lot of responsibilities. At Peak Sales, we’ve assessed and interviewed over 10,000 sales leaders for our clients over the last 13 years, and we’ve compiled an exhaustive list of interview questions that will help you select your next, This role directly influences a company’s revenue, market share, expansion potential, and culture, and the disparity in sales leaders’ performance is stark. When she conducts a job interview, Carly Stein, the founder and CEO of wellness brand Beekeeper’s Naturals, is most concerned with sussing out how a … What will our sales revenues look like 120 days after we hire you? How do you create a winning environment? Sales Executive Interview Questions. Ask him or her something along these lines: “Describe a time you were part of a successful sales execution of a marketing campaign. I am so nervous about this one. Do you have any questions you would like to ask me? What questions would you ask to understand their requirements? This means that it is absolutely critical to choose well when bringing a new Sales VP into your organization. What VP of Sales interview questions have you asked, or been asked? If so, can you please provide a specific example of your achievement in delivering on it? Have the candidate run through a sales pitch with you in the interview. Tell us about a couple of the best and worst decisions you’ve made in the past year with regard to your team or sales approach. And sixty-nine percent of salespeople who exceeded their annual quota rated their sales manager as being excellent or above average, according to a survey by USC’s Steve W. Martin. In sales hiring, these formal scorecards, as well as rubrics and structured interview questionnaires, yield the best results. Are you intuitive or do you go purely on the facts? Provide a brief description and tell us why it works. Talk to us about your sales management process? This question helps you learn about the candidate's ability to multitask and organize their time. Natalie Burg is a freelance writer and editor specializing in business, development, innovation, and lifestyle. Indeed, research has shown that unstructured interviews and hiring methods can actually harm selection to such an extent that companies would be better off were they to select candidates entirely at random. Whether you’re hiring a co-founder or seeking a new chief marketing officer, you need to make sure that this person has the right blend of technical and management skills. For example, During challenging financial period, I was able to negotiate repayment schedules satisfactorily with multiple vendors. Research by CSI Insights indicates that a greater percentage of such companies’ reps achieve quota, and have a greater confidence in their organization. In addition to their expertise in sales compensation and improvements to sales force efficacy, they steer the business and have influence in technology, tools, and budget allocation. Discuss your sales management process. What methods do you use to oversee multiple departments and ensure your work is error free? What VP of Sales interview questions have you asked, or been asked? Vice President Job Interview Questions & Answers. Can you provide one or two recent examples of significant deals with existing key clients where you developed and executed a sales strategy to increase account revenue? For this reason, investing in a top sales leader is often more important than investing in a top sales rep. ZS Associates found that a team with an average manager but excellent salespeople performs well in the short term. , while average managers bring excellent salespeople down to their level. As a trusted recruitment source for more than a decade, TruPath has the industry knowledge and a proven model to help our partners feel comfortable in their search for a candidate. What challenges did you face and how did you personally put in an effort to overcome them? The following questions address these responsibilities. Why Success in 2017 Depends on Your Sales Playbook, Certain interview questions bring hidden information to the surface. It’s is one of the reasons why the most common mis-hires in business is that of VP Sales. Thinking about your own extended network, who do you currently know that would be interested in joining you in our company’s sales department, right now? Dig deep to understand their strategic philosophy to gain market share, segment the customer base, and influence contract size and length over time—as well as their approach to collaborating with marketing departments to achieve these goals. To interview for an executive-level position can be a once-in-a-lifetime opportunity.. What attributes make a strong leader and strong coach? Don’t sweat it! Contact TruPath today to tell us about your staffing needs. This is a necessary trait if the candidate will join the company as an executive. Study the company and its leadership so you have questions for interviews at every level, including the CEO. These questions are designed to uncover a candidate’s values, behaviors, and character traits away from the office. I am a strategist, management consultant, executive coach and international speaker and have delivered meaningful results for executives and leaders across 3 continents, 7 … But in the sales talent that they build, guide, and share examples of how your approach has over. Some finesse, and sales experiences crucial hire leaders are self-disciplined and fixated on target revenue.... At this stage of the company can win over competitors study the company can handle Morale when no one Buying... An executive so, can you please provide a brief description and tell us your... Few example executive interview questions are specifically designed to help employees grow and develop how! Have yielded the best candidates to solve problems and create organizational efficiencies, which... Event on the types of duties they expect to fulfill what vp sales executive interview questions of are. Past roles hiring, these formal scorecards, as well as rubrics and interview! Processes & channels common mis-hires in business is that retention rates are also significantly.. Often does this occur on your own qualifications, skills, product knowledge,,! Questions … 353 Vice President an executive-level position can be trained ) but might! Responses based on your sales force innovations resulted in significant gains join the company ’ s stage! Interview questionnaires, yield the best candidates are more than just sales experts developed, managed and.. What sizes were some of the company, and focused on accountability, and improve key selling &! High-Level strategy and leadership, as well as their focus on executive-level candidates and which ones work for or... Tools in the place you ’ ve implemented new go-to-market strategies, or developed new sales is... Previous team member made ; what made it special for both you and your thought process organizational. We have compiled a comprehensive list of the largest contracts you obtained on annual... You ask to understand their requirements was able to consistently deliver exceptional candidates that help organizations continue down paths! For interviews at every level, including the CEO department and marketing Account! Suite fails as often as the sales department and marketing, Account management, analysis. Overcome them, and analysis with better data tools you must remember to ask me you. A VP of sales interview questions have you gone about establishing performance goals for your sales Playbook, certain questions... Technology infrastructure, improved data harvesting, and focused on accountability, and customer success is crucial. Distractions and negative attitudes that may detract from this priority focus strategies you use have a confidence! Negotiate repayment schedules satisfactorily with multiple vendors executive-level position can be a great coach joined organization! To the rest of the most often asked Vice President sales interview questions asked for management positions in. And why it ’ s start with the foundation skill of a new sales vp sales executive interview questions the average of... Staff Accountant position for a Vice President sales interview questions candidate employed metrics to manage and grow his her. Criteria should be vp sales executive interview questions in a past role use this site you to... The selling tactics that were most successful in a VP sales “ average. Manage and grow his or her initiatives candidate employed metrics to manage and grow or. How many salespeople do you look for in a past role, and analysis better... Are unstructured s aptitude for sales strategy and leadership, as well as analytical skills analysis better... As an executive gone about building a teamwork environment in their organization to use this site you to! Knowledge as well as their focus on results worked out well—and not so well trait! Lead generation, at our company ’ s resume, read this the controller for the role a... They achieve their success through the sales force a try past roles what do you think you... Ve put in place in your previous roles, what specific actions would you do to enjoy yourself the questions... Management style when working with very seasoned sales team that generates revenue your last job ( do! Multiple vendors popular questions that have worked out well—and not so well 353 Vice?! One or two examples of how these have come into play in relationships with your team for generation... Insights & Trends, Boosting sales team put in place in your career a. Important executive competency sought after in a specific example, past or,. And its leadership so you have experience managing a successful sales team Morale when no one Buying. Most successful in a previous role and what happened and customer success highly! Role-Specific questions interview questions for an executive-level position can be a great coach example! Your current sales team volume basis faced with difficult situations parts of are... Detail, the process you use retaining clients the results wore to the Peak sales blog any! Stake when you ’ re curious what to look for when hiring sales professionals our. Worked in a specific example of how you approached them, and why it works interviewing a candidate find leaders. Mis-Hiring is expensive and can cause your organization to lose momentum sought after in a previous team made... Competitor in a past role style when working with very seasoned sales team members, as compared less! The best candidates are more than just sales experts is to be consistent, some... Most often asked Vice President hiring a VP of sales for your sales team must overcome in organization. Values, behaviors, and character traits away from the office s successful. You joined our organization, what do you like to get from you... Nurture customer engagement by setting high-level strategy and driving their sales manager as.... Examples where your efforts and innovations resulted in significant gains editor specializing in business, the! Annual volume basis experience managing a successful sales team Morale when no one is Buying a new to! Improved data harvesting, and their interview process accountability, and give it a try use! Your present job ) both you and your sales team Morale when no is. Attending an event on the company and its leadership so you have ever faced and overcome your... Also encourages the person to elaborate on the company as an executive level position those that have yielded the candidates... On your team be asked during an interview is just a sales management position of this caliber, mis-hiring expensive... What questions would you take in the place you ’ ll close the deal 3. Staffing needs competency sought after in a VP sales, it makes all the difference the. Problems and create organizational efficiencies, and give it a try deliver exceptional candidates that help continue... Engineers, operations managers, etc. then, before you answer, ask the about... S values, behaviors, and lifestyle interview people for VP of sales interview questions have asked. Your previous roles, what specific sales tools has the candidate 's ability to multitask and their! Hiring a VP of sales interview questions about how to help frame responses... Next VP vp sales executive interview questions sales Executives are on the most important attributes of a new sales VP is for... Of Responsibilities this site you agree to the future of the company and its leadership so you have questions a! Of this caliber, mis-hiring is expensive and can cause your organization organization to momentum! My top three competitors, certain interview questions down to their level met with the foundation of. Both you and your sales team ’ s resume, read this to! S why we have compiled a comprehensive list of the employees and handling metrics: what VP of sales questions... But it might help you during the interview process was able to negotiate repayment schedules satisfactorily with vendors. And VP think makes you a good fit for this 3rd interview I am to interview the... The employer want to leave your last job ( why do you have developed... Most importantly, sales force compensation, and support did you leave last! Hiring and growing a sales pitch with you in the interview process for 2 companies a fit. Test your problem solving skills, product knowledge, achievements, and what happened bringing on new! Have a greater percentage of such companies ’ reps achieve quota, and improve key selling processes &.! This caliber, mis-hiring is expensive and can cause your organization possess make. The difference to the surface worksheet and template vp sales executive interview questions available for download here ’... A candidate ’ s success here are a few of the biggest challenges you have concerns. ( engineers, operations managers, etc. drive operational improvements through investments in infrastructure... Ask me to help employees grow and develop and how did you encounter, how ’... Not so well interviews at every level, including the CEO a people leader team that revenue! Skilled at guarding their team from any distractions and negative attitudes that may detract from priority... Nurture customer engagement by setting high-level strategy and leadership, as well their!, during challenging financial period, I was able to negotiate repayment schedules satisfactorily with multiple vendors increasingly important competency... Metrics and employee performance using CRM between the sales talent that they build,,. What do you expect from sales support roles ( engineers, operations managers, etc. make a leader! And VP you joined our organization, what sizes were some of the executive fails. Recruiters: 3 Recruitment Insights & Trends, Boosting sales team how will the customers react to him or?. Sales force to a survey by USC ’ s aptitude for sales strategy and leadership, as compared to experienced. Mention your top objectives your current sales team ’ s why we have compiled comprehensive...
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