Best Interview Questions to Ask Sales Candidates
Identify top sales talent with these strategic interview questions that reveal their selling skills, resilience, cultural fit, and ability to drive revenue for your organization.
1Walk me through your most successful sale. What made it successful?
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Walk me through your most successful sale. What made it successful?
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Why this works
Reveals their definition of success, sales process, and what they consider their strongest qualities as a salesperson.
2Tell me about a time you lost a deal you thought you had. What happened?
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Tell me about a time you lost a deal you thought you had. What happened?
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Why this works
Shows their ability to learn from failures, handle rejection, and maintain perspective after setbacks.
3How do you research and qualify prospects before reaching out?
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How do you research and qualify prospects before reaching out?
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Why this works
Reveals their prospecting methodology and whether they work smart or just hard, showing their strategic approach.
4What's your approach to handling objections?
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What's your approach to handling objections?
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Why this works
Shows their problem-solving skills and ability to address concerns while maintaining rapport with prospects.
5How do you stay motivated during slow periods or after rejection?
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How do you stay motivated during slow periods or after rejection?
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Why this works
Reveals their resilience and mental toughness, critical qualities for sustained success in sales.
6Describe your typical sales process from first contact to close.
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Describe your typical sales process from first contact to close.
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Why this works
Shows their systematic approach and whether they have a repeatable process for moving deals forward.
7How do you prioritize your leads and opportunities?
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How do you prioritize your leads and opportunities?
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Why this works
Reveals their time management skills and ability to focus on high-value activities that drive revenue.
8Tell me about a time you had to work with a difficult customer. How did you handle it?
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Tell me about a time you had to work with a difficult customer. How did you handle it?
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Why this works
Shows their customer service mindset and ability to maintain professionalism under pressure.
9What metrics do you track to measure your performance?
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What metrics do you track to measure your performance?
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Why this works
Reveals their data-driven approach and understanding of key performance indicators in sales.
10How do you build relationships with prospects and customers?
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How do you build relationships with prospects and customers?
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Why this works
Shows their approach to relationship-building and whether they focus on long-term value or just transactions.
11Describe a situation where you had to collaborate with other teams to close a deal.
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Describe a situation where you had to collaborate with other teams to close a deal.
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Why this works
Reveals their teamwork skills and ability to leverage internal resources to win business.
12How do you handle competing priorities and multiple opportunities at once?
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How do you handle competing priorities and multiple opportunities at once?
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Why this works
Shows their organizational skills and ability to manage a complex pipeline effectively.
13What's your approach to following up with prospects?
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What's your approach to following up with prospects?
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Why this works
Reveals their persistence and strategy for staying top-of-mind without being pushy.
14Tell me about a time you exceeded your sales quota. What did you do differently?
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Tell me about a time you exceeded your sales quota. What did you do differently?
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Why this works
Shows what drives their exceptional performance and what behaviors lead to success.
15How do you stay informed about industry trends and competitive offerings?
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How do you stay informed about industry trends and competitive offerings?
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Why this works
Reveals their commitment to continuous learning and staying competitive in the market.
16What questions do you typically ask prospects during discovery calls?
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What questions do you typically ask prospects during discovery calls?
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Why this works
Shows their consultative selling skills and ability to uncover customer needs effectively.
17Describe a time when you had to adapt your sales approach. What prompted the change?
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Describe a time when you had to adapt your sales approach. What prompted the change?
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Why this works
Reveals their flexibility and ability to adjust strategies based on feedback and results.
18How do you handle situations where a prospect wants to negotiate on price?
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How do you handle situations where a prospect wants to negotiate on price?
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Why this works
Shows their negotiation skills and ability to communicate value beyond price.
19What tools and technology do you use to manage your sales activities?
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What tools and technology do you use to manage your sales activities?
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Why this works
Reveals their technical proficiency and willingness to leverage tools for efficiency.
20Why do you want to work in sales for our company specifically?
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Why do you want to work in sales for our company specifically?
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Why this works
Shows their research, motivation, and whether they're genuinely interested or just looking for any sales job.
Best Practices for Sales Candidate Interviews
Expert tips and techniques for getting the most out of these questions.
Best Practices
Listen for Specific Examples
Look for concrete examples with measurable results. Vague answers may indicate lack of real experience or accountability for outcomes.
Assess Their Questions
Pay attention to what questions they ask you. Great salespeople ask insightful questions to understand needs and qualify opportunities.
Role-Play a Sales Scenario
Consider doing a brief role-play to see their skills in action. This reveals more than talking about past experiences.
Question Sequences
The Process and Methodology Sequence
The Resilience and Performance Sequence
Common Pitfalls
Don't Be Swayed by Charisma Alone
Sales candidates are often great at selling themselves. Look for substance behind the polish and verify their track record.
Don't Skip the Behavioral Questions
Past behavior predicts future performance. Focus on specific examples rather than hypothetical scenarios.
Don't Ignore Red Flags
Watch for blame-shifting, inability to discuss failures, or lack of specific metrics. These indicate potential performance issues.