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Answering sales interview questions starts with preparation.
Each year, more sales professionals lose potential employment opportunities for one reason over any other: They are ill-prepared for the sales interview questions they'll encounter.
Hiring managers want to see confidence, strategy, and clear communication. Without the right preparation, you'll probably struggle to stand out. It doesn't matter if you're applying for an entry-level role or sales director position, readiness can — and will — make or break an interview. Knowing how to answer common sales interview questions can make all the difference.
The right preparation means a stronger interview
Often, when an interview performance is not up to snuff, it is not a result of lack of preparation, but rather a result of the wrong preparation.
Predicting sales interview questions incorrectly can lead to wasted time and missed opportunities. However, when you can anticipate what will be asked, you possess a great advantage.
Aside from increased confidence and focus, knowing common sales interview questions can help you prepare answers that highlight your strengths and align with the needs of the hiring manager.
Since preparing for the right questions is just as important as preparation itself, here are 50 key sales interview questions every sales professional should be prepared to answer.
Answering the sales job interview questions that matter
Hiring managers ask sales interview questions to assess your experience, strategy, and ability to close sales. The best way to stand out is to prepare strong, relevant answers that highlight your skills and demonstrate your sales mindset.
Below are 50 sales job interview questions that you should expect to hear during your sales interview. If you can craft great responses to these, you'll impress the interviewer and increase your chances of landing the job.
Sales experience
1. What did you sell?
Sample answer: I sold B2B software designed to help companies streamline meetings and eliminate inefficiencies. It's a great piece of technology that I firmly believe in and was excited to introduce to those who could benefit from it.
2. What was your biggest sales achievement?
3. How did you find your prospects?
4. What was your quota? Did you meet or exceed your quota in the past few quarters? Why or why not?
Sample answer: In my last role, my sales quota was $100K per quarter. I usually exceeded this by focusing on relationship-building and understanding customer pain points. My superpower is tailoring solutions to meet customer needs.
5. What was the average length of a sales cycle?
6. Who were your primary contacts within an organization? Who or what division would you sell that product to within that company?
Related reading: How Do You Get a Job Interview?
7. What industries do you have experience selling into?
8. What formal sales training do you have?
9. How would you describe your sales style?
10. Tell me about the last sales book you read.
11. Was the selling done face to face, by phone, or a combination of the two?
12. How much travel was required in order to meet your goals?
13. Have you ever lost a customer? If so, how did you handle it?
Sample answer: Yes, losing customers is part of sales. When I lost an account, I followed up to understand why and stayed in touch for future opportunities. I learned not to take lost sales personally, rather, I used customer feedback to improve my approach.
14. Have you ever managed a sales team?
15. What was your key takeaway from a sales deal that failed?
16. What CRM tools or sales software have you used?
Sales knowledge and strategy
17. Sell me this pen.
Sample answer:
“Before I tell you about this pen, let me ask—how often do you use a pen in your daily work?”
(Wait for a response.)
"What do you usually look for in a good pen? Do you prefer something lightweight, long-lasting, or maybe a smoother writing experience?"
(Wait for a response, then tailor the pitch accordingly.)
"Based on what you just shared, this pen could be a great fit. It's designed for comfort, lasts longer than most standard pens, and provides a smooth ink flow, making it ideal for professionals who write often. Would you be interested in trying it out?"
18. What makes you a strong salesperson?
19. What are the top qualities of a salesperson, in your opinion?
20. What do you do when sales are down?
21. Do you use social media to meet sales goals? How so?
22. What hurdles did you often encounter during the sales process and what strategies did you employ to overcome those obstacles?
23. How do you stay up to date on your target market?
Sample answer: I check out social media outlets like LinkedIn and Twitter to get an idea of what my target market is talking about. I also read relevant blogs and trade publications that pertain to customers and their needs and interests. This allows me to anticipate questions and meet customer needs.
24. Describe a typical sales call.
25. What is an example of a creative way you closed a sale?
26. How do you make sure your sales skills are up to date?
27. What is your process for negotiating with a customer?
28. Tell me about a time you turned a “no” into a “yes.”
Related reading: The Types of Behavioral Interview Questions You Need to Know
29. What strategies do you use to shorten the sales cycle?
Prospect strategy
30. What do you do to establish trust with prospects?
31. What questions do you ask prospects to better understand their needs?
32. How do you overcome “just checking in” syndrome?
Sample answer: Instead of countless “just checking in” emails or phone calls, I try to provide prospects with value while reminding them of my company and offerings. To do so, I may invite them to a webinar, share an industry-relevant article, or send actionable advice.
33. How do you deal with rejections from prospects?
34. How do you approach cold outreach?
35. How do you build rapport with a prospect?
36. How do you handle objections from a prospect?
37. What is your follow-up system with prospects?
38. How do you deal with angry prospects?
Sample answer: I take their frustration seriously rather than personally. I let them know that I understand where they're coming from and provide solutions to their objections and concerns. I've found that this strategy is far more effective than getting upset and defensive.
39. How do you handle multiple prospects at different stages of the sales cycle?
Personality/motivation
40. What do you enjoy most about sales?
Sample Answer: I am passionate about sales because it's challenging and keeps me on my feet. I like that every day is different and no two prospects are exactly alike. I get excited about the idea of meeting (or even exceeding) quotas and helping a company succeed.
41. Is money a major motivator for you?
Related reading: Navigating the Salary Expectation Question in Interviews (With Examples)
42. What is your least favorite part of sales?
43. How do you keep yourself motivated after getting rejected?
Sample answer: I remind myself that it's impossible to land every prospect and close every deal. If this weren't the case, everyone would be in sales. When I get rejected, I don't take it personally and move on to the next opportunity. I tell myself that the next call or meeting I have may very well lead to success.
44. When did you first realize sales was for you?
45. What is the best sales advice you've ever received?
Sales position in question
46. How familiar are you with our products, and why do you feel you can sell them?
Sample answer: I've spent a lot of time researching your candles. I love that they are safe for kids and seniors due to their flameless, dripless, and odorless nature. I see the significant value they offer and feel comfortable selling to your target audience as I have done so in the past.
47. What do you believe is our company's unique selling proposition?
48. How would you describe our product or service in one sentence?
49. How do you plan to exceed expectations if you're hired?
50. Do you have any questions for us?
Sample answer: Yes! I have a few questions. How would you describe your company culture? What do managers do to help sales representatives?
Sell yourself in your sales interview
Your sales job interview should be more than a question and answer session. It should be a conversation between two professionals where you take the opportunity to answer sales interview questions in a way that allows you to sell yourself into a role. Just like in a real sales scenario, whether you're successful or not comes down to preparation, confidence, and strategy.
The interviewer isn't looking for someone to recite answers to common sales interview questions. They want a salesperson who understands the customer, welcomes objections, and closes deals.
Not sure if you're ready for your sales interview? It might be time to contact a professional. Learn more about our interview coaching services today!
This article was originally published on our sister site, TopResume. It has been republished with permission. It's been updated by Marsha Hebert