Sales Interview questions and answers

Q1. "Why Sales?"

Hint: Assess yourself, Do your research, Structure your answer, Be honest

Example 1

"When I was seven, I held my first lemonade stand. I made my lemonade, decorated the table and
even came up with a pitch to excite my customers. I made $60 that day, but it put me on a path that
I have been following ever since. I loved getting to see the results of my hard work, even as a child.

"Since then, I have held sales associate positions throughout high school and college to continue
developing sales skills. Last year, I was named the top salesperson of the year by my employer. Now
that I am out of college, I am seeking opportunities like yours to grow professionally and continue
exceeding the sales goals I set for myself."

Example 2:

"I got into sales because I have always loved meeting new people and building relationships. With
over five years in the industry, I realize how crucial those relationships are to my sales goals. The
most significant sales I have ever made came from customers with whom I had longstanding
relationships because I had built that trust with them. When I offered them an upgraded package,
they knew that I was doing it for their benefit more than my own. I saw that your company has a
customer-first mission, and that is exactly what I am looking to do."

Example 3:

"I find the challenge associated with sales very exciting. When I land a new client or sale, it gives me
a sense of accomplishment. Figuring out how to develop a sales pitch or adapt my sales pitch to
meet my customers' needs is like a fun puzzle for me to solve. I noticed that your company is
readying the launch of its latest product, and I would love to use this passion to collaborate with your
team and help develop sales pitches that make an impact on customers."

Q2. What sales techniques do you find most effective?

As a sales director, you need to be an expert on the most effective sales techniques. Employers ask
this interview question to find out if you know sales techniques that can benefit their sales efforts.
Prepare for your answer by thinking about two or three sales techniques that you used in your
previous role. Discuss how these techniques helped you meet your sales goals.

Example: "One sales technique I often use is introducing unconsidered needs to clients. I find that this
is a way for businesses to differentiate themselves from their competition and to add new value to a
person's life. I do this by learning more about a client's background and then thinking of ways the
products I'm selling could serve them in an unconventional way.

I also find that visual demonstrations are a great way to show a client exactly how a product or
service works. For example, at my last job, I sold websites to businesses. I would meet with each
employer over a video call and share my computer screen with them. Then, I would go through every
part of an actual website we built and answer their questions along the way."
Q3. Why are you interested in a leadership role?

Hint: This role requires you to have leadership and management skills. Employers ask this question
to determine if you can handle the additional responsibilities of a leader. In your answer, explain
what led you to want a leadership role, whether that be your skill set or previous experiences. Give
examples of why you would make a great leader.

Example: "As I progressed in my previous sales role, I took on more management responsibilities. I
found these tasks to be quite rewarding because I could make more of an impact at the company. I
want this role because I can use my management background and leadership skills to build a great
team of salespeople. I've always been someone who can motivate others and facilitate interpersonal
relationships. I also consistently meet deadlines and quotas, so I think I am ready for this next step in
my sales career."

Q4. What strategies do you use to motivate others?

Hint: In order to create a more productive team, a sales director needs to find ways to motivate their
sales staff. Employers ask this interview question to determine if you know effective motivation
techniques. Prepare for this question by thinking about what you've done in previous roles to
motivate yourself and others. Think about things your previous managers or supervisors have done
to help you be more productive at work.

Example: "I think the best way to motivate salespeople is to give them positive feedback. As a sales
director, I would meet with each employee for an employee performance evaluation. During this
meeting, I would highlight their strengths and accomplishments. I find that telling people what they
are doing well boosts their energy and motivation. Of course, I would also use the meeting to discuss
areas they could improve and help each salesperson create attainable goals."

Q5. What steps would you take to hire a qualified salesperson?

Hint: One thing a sales director is responsible for is hiring sales staff members. Employers ask this
question to evaluate if you have an adequate hiring process that both attracts and retains talented
salespeople. Prepare for this question by reviewing your previous hiring strategies or looking at the
hiring processes of companies you admire. Determine what they do to find the top talent for their
sales teams.

Example: "Writing an exciting job description is the first step of attracting quality candidates. I make
sure to include reasons why people should want to work for my team. Then, I share the job
description on social media and job posting websites. If there is someone in my network who I think
would be a good fit for the team, I reach out to them directly.

I screen resumes with an applicant tracking system. Then, I look through the remaining resumes and
cover letters and choose who I will begin interviewing by phone. I use phone interviews to assess
their communication skills and to learn more about their personality. I then move forward with in-
person interviews and ask skills-based and behavioural interview questions. I may even do a follow-
up interview if I need to decide between a few candidates. Throughout the entire process, I am very
transparent about my hiring timeline, so I don't lose the interest of the best candidates.
Finally, I make an offer to the best candidate and reiterate why the company is a good place to work.
I find the most important part of hiring is the onboarding process. I create a training schedule and
materials to help the new hire feel comfortable on their first day. I also do some team-building
activities such as team lunches or new-hire meetings. I find these strategies to significantly lower the
turnover rate of new hires."

Q6. How do you build rapport with customers and identify their needs?

Hint: Inside sales representatives have different processes when attempting to sell their products or
services. Employers may ask a question like this to assess your process and how you interact with
sales leads. Your response should demonstrate your effective communication and interpersonal
skills, along with your confidence in these skills and sales processes. When possible, include
examples of the specific questions you ask to identify customers' needs or pain points.

Example: "When building a rapport with potential customers, my first step is to ask them what I can
do for them. Using open-ended questions like that provides a starting point to learn about their most
pressing concerns or pain points. I listen carefully to ensure that I understand their issues and ask
more specific clarifying questions as needed. When gaining these insights, I begin identifying
potential products or solutions I can offer to resolve their problems."

Q7. Can you describe a time when you handled a situation with an unhappy customer?

Hint: When working in sales, you likely will encounter a situation with a dissatisfied customer at
some point. Potential employers ask questions to assess how you respond to difficult situations and
the steps you take to resolve them. Your answer should demonstrate your effective communication
and problem-solving skills, along with your ability to remain calm in stressful situations. When
possible, provide a specific example of a time when you managed this scenario effectively.

Example: "Last year, I received a message from a customer who was upset with a recent price
increase. I set up a time to speak with them over the phone to address the issue more thoroughly. To
prepare, I reviewed our agreement with them and the pricing structure. This step ensured that I had
a full understanding of the organization's perspective on the situation.

At the start of the call, I gave this customer time to express their feelings and concerns
uninterrupted. I apologized for not communicating the change clearly or sooner. To help the
customer understand the situation, I also explained the reasoning behind the increase. Knowing the
reason helped calm their anger. To ease tensions further, I eventually was able to develop a discount
with my supervisor to help us keep the customer's business."

Q8. How do you determine when to stop pursuing a prospect?

Hint: As an inside sales representative, one of your responsibilities is to pursue potential customers.
Potential employers will ask you questions to assess your understanding of this responsibility and
your persistence. However, they also want to ensure that you know when it is no longer worth your
time to focus on an unresponsive prospect. Your answer should describe your typical process and
the number of attempts you make before stepping away.
Example: "I typically wait until I have made at least four communication attempts to make my
decision. If the prospect does not respond to any of those attempts, I realize that it is best to step
away. Establishing that distance can help me avoid bothering them and hopefully keeps the
relationship on a positive track. Furthermore, I can use that time more effectively by focusing on
existing customers or other leads. In my experience, they sometimes end up being interested in my
services in the future and appreciate that I gave them the time and space to think."

Q9. How do you deal with rejections?

Not every sales lead has a positive outcome, and some days you may face numerous rejections.
Potential employers may ask a question like this to evaluate your resilience in this role. Your answer
should demonstrate your ability to push through challenges and motivate yourself. You can also use
your response as an opportunity to explain how you learn from negative experiences and use them
to make improvements.

Example: "When just starting my sales career, I worked to set up a contract with a potential
customer for weeks. One day, they contacted me to let me know they had chosen to set an
agreement with a competitor instead. While I was disappointed to learn this news, I thanked the
contact for his time and consideration.

I then asked if he could give me feedback about why he made that decision. He let me know that he
enjoyed speaking with me but felt our offerings did not accurately meet his needs based on my
presentation. As someone starting in sales, I valued this feedback and used it to refine and develop
my future presentations. Now I always tailor my presentations carefully to ensure they identify the
customers' concerns and outline the specific ways our product can resolve them."