"Clare Gillard was absolutely brilliant, she even called me on her day off to provide me with additional support and advice!! I have over the years used agencies. But Clare honestly was outstanding as she knew the job inside out thank you"
Carol Rickerby

Competency Interview Questions for Account Management or Customer Success Roles
Page Overview:
At Aaron Wallis Sales Recruitment, we empower employers with structured, competency-based interview prompts explicitly designed for Account Management and Customer Success roles. This page highlights the importance of probing how candidates manage and nurture client relationships, prioritise workloads effectively, and use data and sector knowledge to boost customer satisfaction and retention. You'll find practical example questions, such as asking for specific actions taken to nurture a client and the resulting outcomes, that help you evaluate both strategic approach and customer-centric adaptability. Use this guidance to interview with precision and uncover standout performers.
Competency-based questions in account management or customer success should focus on an individual's ability to build and maintain positive customer relationships.
In addition, questions should be asked about effectively managing and prioritising their workload, as well as using data and industry knowledge to drive customer satisfaction and retention.
In the context of account management or customer success, some examples of competency-based questions could include the following:
Can you provide examples of how you have successfully managed and nurtured customer relationships?
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- Who was the client
- What did you specifically do to nurture the relationship
- What was the outcome?
Describe a situation in which you had to manage multiple accounts simultaneously and how you prioritised your time and resources to meet your customers' needs.
Can you provide an example of how you have effectively handled difficult or unhappy customers and resolved conflicts or complaints?
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- What was the scenario?
- What was the complaint, and who was the point of contact that you were dealing with
- How was it resolved?
- What was the outcome of this?
Can you describe a time when you had to upsell or cross-sell a product or service to a customer? How did you approach this conversation, and what was the outcome?
How do you keep track of customer interactions and follow-up tasks to ensure that all customer needs are met on time?
Describe a time when you had to present information to a group of customers or stakeholders. How did you prepare for this presentation, and what strategies did you use to engage your audience?
How do you stay up-to-date on industry trends and changes, and how do you use this knowledge to benefit your customers?
Can you provide examples of how you have used data and analytics to identify trends and opportunities for improving customer satisfaction or retention?
Describe a time when you had to negotiate with a client on price or terms.
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- How did you approach this negotiation?
- What was the client looking for?
- And what was the outcome?
Can you describe a time when you had to adapt your approach or strategy to better meet the needs of a specific customer or group of customers?
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- What was the context?
- What adjustments did you make?
- What was the result?
Further Competency Interview Question categories:
Date published: 4th August 2025

by Rob Scott
Managing Director

About the author
Rob Scott
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