Questions to Ask at the End of a Sales Interview
Strategic questions to evaluate comp structure, sales cycle, quota expectations, and whether the sales role will set you up for success.
1What does the comp plan look like—base, commission structure, and realistic OTE?
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What does the comp plan look like—base, commission structure, and realistic OTE?
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Why this works
Clarifies earning potential and whether the commission structure rewards performance fairly.
2What percentage of the sales team is hitting quota, and what's the average attainment?
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What percentage of the sales team is hitting quota, and what's the average attainment?
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Why this works
Shows whether quotas are realistic or set so high that most reps fail.
3How is quota set, and does it ramp up over time for new hires?
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How is quota set, and does it ramp up over time for new hires?
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Why this works
Reveals whether you'll have a grace period to learn or be expected to close from day one.
4What does the sales cycle look like from prospecting to close?
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What does the sales cycle look like from prospecting to close?
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Why this works
Clarifies time to revenue and whether you'll see commission quickly or wait months.
5How are leads generated and distributed—inbound, outbound, or a mix?
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How are leads generated and distributed—inbound, outbound, or a mix?
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Why this works
Shows whether you'll be hunting from scratch or working a qualified pipeline.
6What does the onboarding and training process look like for new sales reps?
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What does the onboarding and training process look like for new sales reps?
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Why this works
Assesses whether you'll be set up for success or left to figure it out alone.
7What CRM and sales tools does the team use, and how mature is the tech stack?
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What CRM and sales tools does the team use, and how mature is the tech stack?
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Why this works
Reveals whether you'll have modern tools or be slowed down by legacy systems.
8What does a typical day or week look like for someone in this role?
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What does a typical day or week look like for someone in this role?
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Why this works
Helps you visualize the workflow and whether the role matches your style.
9How does the team collaborate—are there regular pipeline reviews, team meetings, or coaching?
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How does the team collaborate—are there regular pipeline reviews, team meetings, or coaching?
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Why this works
Shows whether the culture is supportive or every-rep-for-themselves.
10What are the biggest challenges reps face in this role, and how does the company support overcoming them?
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What are the biggest challenges reps face in this role, and how does the company support overcoming them?
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Why this works
Surfaces pain points and whether leadership is committed to helping reps succeed.
11What does career progression look like—AE to senior AE, team lead, or management?
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What does career progression look like—AE to senior AE, team lead, or management?
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Why this works
Clarifies whether there's a path up or if you'll need to leave to advance.
12How competitive is the sales landscape, and what differentiates your product in the market?
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How competitive is the sales landscape, and what differentiates your product in the market?
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Why this works
Assesses whether you'll be selling a strong product or fighting an uphill battle.
13What's the average tenure of sales reps on the team?
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What's the average tenure of sales reps on the team?
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Why this works
Reveals retention and whether the role is sustainable or a revolving door.
14How does the company handle territories or account assignments?
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How does the company handle territories or account assignments?
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Why this works
Clarifies whether you'll have a fair book of business or inherit a tough patch.
15What metrics or KPIs beyond quota are used to evaluate performance?
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What metrics or KPIs beyond quota are used to evaluate performance?
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Why this works
Shows what activities and behaviors are tracked and rewarded.
16How does the team celebrate wins and handle losses?
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How does the team celebrate wins and handle losses?
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Why this works
Reveals culture and whether success is recognized or taken for granted.
17What does the ideal candidate for this role look like in terms of skills and experience?
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What does the ideal candidate for this role look like in terms of skills and experience?
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Why this works
Helps you assess fit and position yourself as the right person for the job.
18Can you share an example of a recent deal that went well and what made it successful?
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Can you share an example of a recent deal that went well and what made it successful?
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Why this works
Provides insight into what good looks like and the factors that drive wins.
19What's the commission payout schedule—monthly, quarterly, or at deal close?
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What's the commission payout schedule—monthly, quarterly, or at deal close?
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Why this works
Clarifies cash flow timing and whether you'll wait long periods to get paid.
20What are the next steps in the process, and when should I expect to hear back?
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What are the next steps in the process, and when should I expect to hear back?
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Why this works
Closes confidently and sets clear expectations for follow-up.
Evaluating a Sales Opportunity
Expert tips and techniques for getting the most out of these questions.