10 Sales Manager Interview Questions and Answers

This is a question experienced sales representatives should expect. Look out for vague or generic answers. Good answers might include a desire to get to know people, or a competitive spirit that compels them to beat their numbers every quarter. Consider whether their answers align with the culture of your business.

What a sales rep has sold is less important than how they explain it. A good sales rep should have a helpful demeanor and the ability to clearly explain how something works, even if it’s completely different from what your business sells.

Obviously both are important, and depending on your specific business goals, it may be more important to prioritize sales volume over customer satisfaction. Generally, though, the most effective sales reps are ones who care about meeting the needs of their customers.

Farming and hunting are both critical parts of sales, and good candidates should feel comfortable with both. Depending on your specific business needs, though, one might be more important than the other.

Short and long cycles require very different approaches and a good sales rep should know the difference. The most important quality for someone in a short sales cycle is the ability to close quickly. For longer sales cycles, good sales reps should take a more strategic and individually tailored approach.

Rejection is an inevitable part of sales. Great sales reps are driven, resilient, and creative. Look for professionals who don’t give up and who are able to adjust their strategies until they find something that works.

Great candidates should go beyond just researching a lead on LinkedIn. The best sales reps will figure out how their prospect likes to be sold to, and tailor their approach accordingly. Maybe they worked with a designer to create a targeted infographic based on what a prospect shared on Twitter. Maybe they went on a 10-mile hike to find time alone with an outdoorsy prospect. Maybe they set Google alerts for company trigger events so that their first conversation could be timely.

This question should give you some sense of what the professional is like to work with. “Helpful,” “determined,” and “optimistic” are all great qualities in a sales rep.

The ability to create relevant and engaging content and have an active presence on social channels is increasingly important in modern sales environments. Even if they don’t have experience, good candidates should be willing to experiment.

The sales landscape is changing quickly, and it’s important for effective sales reps to keep up with new trends and tactics in the industry. It’s great if they follow specific sales blogs or have personal role models, but you should also look for professionals who enjoy learning about other fields as well.