41 Sales Interview Questions To Help You Land the Job

Ready to launch a new career in sales? We’ve curated a list of common sales interview questions—and answers—to help you land your dream job. 

What’s the Best Way To Practice Sales Interview Questions?

Make sure you do your homework on the company you’re interviewing with. Research the company, its products, its target market, its competitors, and the industry landscape in which they operate. Pinpoint how their products add value and the unique qualities that separate them from the competition. 

Next, review your resume. Take stock of your achievements and practice quantifying the impact you made in previous roles. Review the job description and note how your experience dovetails with the requirements of the role. 

Once you’ve done that, you’ll be ready to practice answering common interview questions. Ask a friend to facilitate a mock interview, or practice your responses in the mirror. If you’re feeling self-conscious, direct your attention outward to the person you’re speaking with. Approach the interview like a conversation.  

If you enroll in a tech sales bootcamp, you’ll get to practice one-on-one mock interviews with a career coach to help you land a job. 

Related Read: What Is Tech Sales?

Sales Interview Questions and Answers (Industry-Specific)

What’s Your Greatest Sales Success? How Did You Close the Sale?

This question is an opportunity for you to highlight your unique skills while condensing a large volume of information into a cohesive story. Quantify your success in a way that will help your interviewer understand the impact of the sale. 

Example: “I did my research and reached out to a high-quality lead via email and phone, but got no response. I called again a few days later, and she picked up to respond with a heated objection before abruptly ending the call. I didn’t take it personally and gave her some space. A few weeks later, she emailed to request a demo, and wanted to know how our CRM software could remedy some big issues that the company was struggling with in relation to their current CRM software. I bantered with her throughout the process, even while fielding objections. Towards the end of the call, she admitted to knowing that our solution was a major improvement over their current CRM software—but what sealed the deal for her was my patience and authentic approach to connecting with customers. She was looking to create an ongoing business relationship with a company that could assist her enterprise as it expanded into new markets over time. I maintained this business relationship throughout my time in that role, which increased our year-over-year revenue by 20%.

How Do You Research Prospects Before Reaching Out? Walk Me Through Your Process

Prospecting—the process of identifying possible leads with high conversion potential—is a critical skill that sales professionals use to pinpoint customers who are likely to generate revenue. Your prospecting research will help determine whether a prospect can derive value from your solution. Detail the criteria you use to evaluate prospects and explain how you gather business intelligence.

Example: “I’m on the hunt for accessible prospects who understand their pain points and wield purchasing authority or influence. I also look for prospects who can derive real value from our solutions and have the budget—as well as the motivation—to buy. I gather this information about prospects using sales intelligence software like LinkedIn Sales Navigator and ZoomInfo. I also review each prospect’s blog, entire company website, and social profiles to analyze their position, identify their needs, find a common connection, and personalize my outreach approach.”

Describe a Time When You Overcame a Prospective Customer’s Objection

Sales objections often stem from a lead’s lack of need, urgency, trust, or funds. Hiring managers want to know how you overcome these obstacles and move the sales process forward. To secure customer commitment, salespeople must keep the conversation going in order to uncover the root of an objection and offer a value proposition that addresses the lead’s core concern. 

Example: “In my last role, a prospect told me, ‘I don’t think we need your product right now.’ To overcome this objection, I requested permission to ask a few open-ended questions about the organization’s daily operations. This created an opportunity for the lead to reveal her pain points—and for me to understand the real reason for her objection, which was related to budget concerns. I provided data demonstrating how our product would create value—and pay for itself twice over—by reducing operating costs. This enabled me to move the sale forward.”

What Do You Think Is the Most Important Trait for a Successful Salesperson?

Successful salespeople are resilient, strategically minded, and often extroverted. Strong interpersonal and communication skills are a must. High-performing sales professionals are excellent listeners. Choose one of these traits and explain how this characteristic drives business growth. 

Example: “Above all, successful salespeople must be great listeners. Salespeople must use active listening to address and assuage objections. To effectively position a product or solution in a way that demonstrates value, a salesperson must understand a lead’s needs, pain points, restrictions, and business goals—all information gathered through good listening. Strong listeners also excel at building and nurturing long-term client relationships that generate a continuous revenue stream.”

How Do You Motivate Yourself Throughout the Sales Process?

“Commission” is a tempting answer to this question. But dig deeper to satisfy your interviewer. Ideal candidates know how to manage their workload sustainably. Explain how your daily practices help to motivate and maintain a high level of performance. 

Example: “To motivate myself, I break each step of the sales process down into achievable action items. I set specific goals and track my activities as I go, so even on a day full of rejections, I can look back on what I’ve accomplished and see progress.”

What Are Two of Your Best Sales Techniques?

From making the customer the hero to disrupting a prospect’s status quo, the best sales techniques use psychology to persuade buyers to make a change and choose your product. Name two high-performing techniques and explain why they work. 

Example: “Effective sales techniques connect with buyers on a deeper level and demonstrate the full range of value a solution can provide. One of my top techniques is to introduce prospects to unconsidered needs. Instead of only addressing known pain points, I point out missed opportunities that are holding back their business and explain how my product can help. Another key technique I use is appealing to emotion. This works because subconscious emotional decision-making processes typically precede rational and analytical thinking.”

Do You Have Experience Working With Our Target Market?

No matter your previous experience with the company’s target market, show that you’ve done your research. Describe the target market and reflect on the value derived from your direct or indirect experience with that audience. 

Example: “Your target market is made up of tech-savvy, on-the-go professionals between the ages of 25 and 40. In my previous role as a consultant, many of my clients fell into this demographic. Over time, I learned about how this demographic typically approaches problem-solving and decision making.”

What Resources Do You Use To Stay Up-to-Date on Your Industry?

Sales professionals gather market intelligence in order to effectively position their products, so show interviewers that you’ve got a finger on the pulse. Research helps sales professionals understand their target market and create value propositions that speak to consumer needs. 

Example: “I subscribe to trade publications and blogs to monitor market trends. I also follow competitors on social media to understand how they’re positioning their solutions and connecting with consumers. Finally, I follow industry experts and network with peers through social platforms as well as live events and conferences.” 

How Do You Maintain Existing Customer Relationships?

Interviewers are looking for sales candidates who can establish lucrative, long-term relationships with customers. To build and maintain such relationships, you’ll need to connect with customers in a personal way and establish trust over time. 

Example: “To maintain existing customer relationships, I utilize phone calls and video calls to build a strong interpersonal rapport. I keep up with customers on platforms like LinkedIn and Twitter to ensure that I can connect with them in a personal way when we talk.”

When and How Would You Upsell an Existing Customer?

Upselling is five to 10 times less expensive than acquiring new customers—so show interviewers that you can effectively identify upselling opportunities and maximize returns by capitalizing on the momentum of an existing customer’s original purchase. 

Example: “I know an existing customer is ready for an upsell when they’ve already found success with our product and are entering a growth stage. A priority or strategy shift within an organization also indicates an upsell opportunity. To upsell effectively, I time upsells with customer milestones, use social proof to convince customers to upgrade, and position the upsell as relevant to the original purchase.” 

How Would You Deal With a Disgruntled Prospect?

Demonstrate your ability to use empathy and active listening to connect with prospects and handle complex objections. If a prospect exhibits frustration with or resistance to your solution, explore their needs and concerns through open-ended dialogue. Highlight your interpersonal skills and capacity to move a sale forward. 

Example: “When interfacing with a disgruntled client, I use verbal and nonverbal cues to demonstrate my commitment to understanding their concerns. First and foremost, I strive to make my clients feel heard with open-ended questions about their pain points. Once I understand their position, I focus on how I can help. After isolating their core objection, I offer a value proposition that speaks to their needs. I ask them how they feel about the solution and continue the dialogue until they feel satisfied.” 

How Do You Deal With Rejection?

Interviewers want to hire resilient sales representatives who can bounce back quickly from rejection. When discussing your recovery strategies, highlight your ability to depersonalize rejections and reframe your experience in a positive light. Emphasize forward motion and demonstrate that you’ve got your eyes on the prize. 

Example: “When life gives me lemons, I make lemonade. I don’t take rejection personally—and when it happens, I treat the experience as a learning opportunity. I strive for an agile approach to sales, and every ‘no’ offers data about how I can adapt, evolve, and improve. Instead of dwelling on rejection, I focus on how I can apply what I learned from the experience to get results from the next opportunity in my pipeline.”

How Do You Gauge if a Customer Is Not the Right Fit for the Product?

Sales positions require discernment—effective reps sell to prospects who can derive genuine benefits from the product. Explain how you evaluate prospects and cite the criteria that indicate whether a prospect is a good fit for a product. 

Example: “To determine whether a potential customer is a good fit, I use qualification frameworks like BANT. During a discovery call, I strive to understand a prospect’s budget beyond the simple dollar amount and identify key stakeholders in the decision-making process. I also assess the importance of the business problem I want to help them solve, as well as their timeline for finding a solution. If a prospect has an expected ROI that aligns with the price of my product, decision-making authority, and high motivation couple with a limited timeframe in which to solve their problem, consider them a high-value prospect.”

How Comfortable Are You With Cold Calls?

Cold calling is a common outreach method that requires sales reps to generate business from prospective clients with whom they’ve had no prior contact. Explain your goals and tactics when cold calling to illustrate your experience. 

Example: “Thanks to my prior experience, I’m always comfortable when cold calling. I find that researching the prospect ahead of time warms up the conversation—especially when reaching out between 4:00-5:00 pm, which is when cold calls are most effective. I work off of a flexible script that initiates the call with a proactive opener, and I use cold calls to educate and inform prospects in a way that inspires them to take the next step. In my experience, an effective cold call sells the next conversation.”

What Would You Do if You Had a Week Left To Meet Your Targets and You’ve Only Reached 75% of Your Quota?

Demonstrate your ability to pivot and make strategic adjustments. Pinpoint actionable items you would implement in order to meet your goal. Walk interviewers through your process step by step.

Example: “First, I would audit my pipeline and identify my best remaining opportunities. Next, I would look for quick wins and pursue the leads that are most likely to convert. I would also leverage my network to help influence the sale and follow up consistently. I would also re-engage with existing customers to land upselling opportunities and hit my sales goal.”

What Technical Sales Tools and Software Are You Familiar With?

Sales professionals use sales intelligence tools to boost the quality and quantity of leads, while Customer Relationship Management (CRM) software offers a comprehensive overview of customer interactions throughout the sales cycle. Explain what these tools help you achieve. 

Example: “I use LinkedIn Sales Navigator and ZoomInfo to identify high-value prospects based on custom criteria. I use these tools to gather information about my prospects in order to build an effective value position that connects with their needs. I’m also familiar with CRM systems like Salesforce and Zoho, which I used to track client communications, organize sales data, prioritize opportunities, and nurture customer relationships.” 

What’s Your Experience With Salesforce?

Salesforce is a top CRM solution used by sales teams across industries. Show that you know how to make the most of the features offered by this tool. 

Example: “I used Salesforce in my previous role. I enjoyed the deep level of workflow customization the platform afforded, as well as the streamlined sales pipeline and lead management features. I also took advantage of the software’s instant alert and best practice recommendation pop-ups, as well as task automation features for data entry, lead scoring, and forecasting.”

How Would Your Previous Manager Describe You in One Sentence?

This question evaluates your self-awareness and also assesses the extent to which your disposition aligns with company cultures. 

Example: “My previous manager would describe me as outgoing and eager to help others. I appreciate opportunities to assist colleagues as much as I enjoy helping a customer understand how our product can solve a nagging business problem.”

Sell Me This Bottle of Water

Interviewers want to understand your approach to sales. Applying a problem-creation approach is the best way to ace this question. By posing questions that make the buyer concerned about problems they weren’t aware of, the sales rep leads the buyer to a pre-orchestrated conclusion (“I need this bottle of water.”)

Example: “Did you drink coffee this morning? Caffeine actually doesn’t give you more energy—it triggers a release of your body’s energy supply all at once, including future reserves. That’s why you slow down in the afternoon. If you feel like you need a boost to get through the rest of your day, you should hydrate to keep your metabolism and energy levels up.” 

What Is the Most Important Sales Lesson You’ve Learned Over the Course of Your Career?

Help interviewers understand your north star as a sales rep. Reflect on the principles that guide your approach to sales and articulate how your performance benefits as a result. 

Example: “The top lesson I’ve learned is that not all clients are the right fit. Weeding out clients who aren’t profitable or can’t benefit from a product frees up opportunities to discover high-value customers and nurture long-term business relationships with a high ROI. Focusing on the right customers produces satisfaction for all parties. When prospecting, I look to build win-win situations.”

How Do You Keep Your Pipeline Full?

Full pipelines prevent sales reps from falling back on flimsy sales tactics like guilting prospects or offering discounts. A full pipeline will allow you to sell with confidence and integrity. 

Example: “To keep my pipeline full, I prospect consistently. I ask current customers for referrals and take stock of key triggers that typically lead to deals. I update and review CRM data to identify and prioritize top customers. I use sales tools to automate prospecting tasks whenever possible. Lastly, I use social media to learn about buyers and position myself as a subject matter expert.”

What’s Your Best Closing Technique?

While traditional techniques like now or never closes and summary closes can be effective, try your hand at modern techniques like assumptive or take away closes that align with the rise of inside sales. 

Example: “My best closing technique is the question close. Often I close by asking, ‘Does what I’m offering solve your problem?’ or ‘Is there any reason we shouldn’t proceed with delivery?’ Both questions allow the conversation to continue if the customer isn’t sold—allowing me to gather the data I need to make the sale down the line.” 

Would You Sell a Product You Don’t Believe In?

In sales, confidence is key. If you don’t believe in what you’re selling, customers will detect a lack of confidence in the way you discuss your product. Even if the product in question doesn’t align with your personal wants or needs, it will align with those of your target market—so strive to understand the value of the product from their perspective. 

Example: “I make an effort to sell products that I believe in. Believing in a product doesn’t necessarily mean that I feel it serves my personal wants or needs—but it does mean that I feel it will serve others well. I strive to find value in everything I sell—and if I truly can’t find that value, I won’t sell it.” 

Tell Me About a Time You Had a Disagreement With a Colleague or Your Team. How Did You Handle the Situation?

This question assesses your problem-solving and conflict-resolution skills. Your answer should show that you’re a team player and demonstrate an aptitude for communication and collaboration. 

Example: “In my previous role, a colleague disagreed with me about how to sell a product. Using open-ended questions, I initiated a dialogue to better understand his concerns. Then, I pitched a compromise that combined the strongest aspects of my approach and his approach—which we used to sell our product to a top client.”

Imagine I’m a Prospect on a Call. How Would You Sell Me “X” Product?

This question is designed to evaluate your cold calling skills. Prep a flexible script beforehand and remember to focus on the prospect, use active listening, and anticipate objections. 

Example: “Hi [name of prospect], this is [your name] from [your company]. I’ve been reading up on [the prospect’s company’s name] and I’m curious about [a pain point]. I work with people like yourself to help you [value proposition]. Could this help with your [paint point]?”

Write a Cold Email Selling Our Product. You Have 20 Minutes. 

Cold emails should be brief, personalized, and draw the reader in. You’ll need an eye-catching opening line, a value proposition that explains what the email is about and $what’s in it for the reader, and a call to action (CTA). 

Example

How Many Times Would You Follow Up With a Prospect Who Hasn’t Responded to Your Cold Outreach Message?

Ideally, your follow-up frequency should strike a balance between persistence and obnoxiousness. Be sure to provide value with each follow-up, and don’t be afraid to combine follow-up methods (pick up the phone if email isn’t working).  

Example: “With emails, I stick to the three-by-three rule—I follow up three times, with three business days between messages. With sales calls, I try calling four or five times—but with a breather in between each attempt.”

Walk Me Step-by-Step Through Your Sales Process

A typical sales process includes prospecting, qualifying, outreach, engaging and nurturing leads, closing, and retaining customers. Break down each step into action items when describing your process to an interviewer. 

Example: “I begin my sales process by prospecting. I research new prospects as well as warm leads generated by the inbound marketing team. This research helps me personalize cold calls and emails and assess whether a prospect is a good fit for my product. Using the responses received during my initial contact, I qualify my leads and prep sales presentations. I plan for objections ahead of time and facilitate a dialogue with each lead until they’re ready to close the deal. After closing, I focus on retention by checking in regularly with customers.” 

Sales Interview Questions and Answers (General)

Tell Me a Bit About Yourself

Successful sales reps must communicate important information in a condensed period of time. Show the interviewer that you can tell a compelling story with brevity by summarizing your relevant experience and explaining your interest in the position. 

Example: “My dad was an early internet adopter, and I’ve been fascinated by the web since I was a kid. For a while, I worked as a web designer—and eventually started teaching web design myself. I saw people struggle with mundane tasks, and got to thinking about how great web design tools could make the field much more accessible—which is why I’m excited about this company’s suite of web design products.” 

Why Did You Choose a Career in Sales?

Hiring managers want to know what will motivate you to perform as a sales rep day in and day out. Highlight the innate personality traits that predisposed you to choose a career in sales. 

Example: “I’m addicted to competition, and a sales environment allows me to compete in a healthy way that benefits all parties involved. I’m also a chatty, extroverted person, so a socially-oriented career is attractive to me.” 

What Can You Do for Us That Other Candidates Can’t?

Explain how your unique combination of technical skills and sales experience will create value for the company in a way that relieves a known pain point. Craft a response that aligns with the requirements of the role as outlined in the job description. 

Example: “I am known in my professional and personal life as an excellent listener with a knack for building relationships. In my previous career as an after-school teacher, students would flock to me for help troubleshooting issues with homework and even other kids. These skills helped me land my first sales role, in which I built a rolodex of long-term relationships with customers who generated consistent revenue.”

What’s a Weakness You’re Looking To Overcome?

To avoid a canned answer, focus on how you’ve transformed your weakness into a strength. This shows self-awareness and dedication to personal development. 

Example: “I can be hyperactive and get bored easily. Over time, I’ve learned how to channel these traits into productivity. I keep myself stimulated with engaging tasks, and take advantage of solutions like automation to handle (and speed up) repetitive tasks. When harnessed correctly, this ‘weakness’ makes me an energetic, high-performing sales rep.”

Tell Me About a Time You Made a Mistake at Work. How Did You Deal With the Situation?

Discuss a minor mistake like a miscommunication, productivity issue, or situation in which you were reactive instead of proactive. Show that you can recognize your errors, accept and integrate feedback, and learn from your mistakes. 

Example: “Early on in my last role, our team was given low-quality visuals to include in our sales presentation. I was afraid to speak up about the quality of the visuals for fear of seeming too critical as a new hire. After our team didn’t make the sale, I brought up the issue of the visuals. Because no one on the team had design skills, I volunteered to learn how to use Photoshop to improve our visuals. After two months, I put together high-quality visuals that helped our team close the next deal.”

What Motivates You?

To stand out, choose a motivator that aligns with company culture—but stay true to yourself. Show the interviewer what makes you tick and demonstrate that you’re a match for the role. 

Example: “I’ve got a competitive streak, so I’m always trying to beat my last record. When it comes to sales, I’m motivated to surpass my most recent performance and close bigger deals, land more clients, and watch my number grow.”

What Are Your Salary Expectations

Your answer should offer a range rather than an exact number. Limit this range to $10,000. Research average compensation statistics in your industry according to role, location, experience, and education. Review salary negotiation tips ahead of time and consider additional compensation options like health benefits and paid time off.

Example: “Based on average compensation figures for New York City tech sales reps with a bachelor’s degree, a sales bootcamp certificate, and less than a year of education, I expect a salary of $69,000 – $79,000 plus commission—as well as health benefits and paid time off, which I now receive in addition to my current salary.”

Related Read: Do You Need a Sales Degree to Be Successful?

Why This Company?

Explain why your sales skills and attitude are a fit for this particular company. Show that your values align with the company’s mission and point out the ways in which your strengths meet the organization’s needs. 

Example: “I care immensely about the health of our planet, and I am compelled by your mission to expand the adoption of wind and solar technologies. In my previous role, I met or exceeded my sales quota every quarter, and it is important to me to put my strengths as a sales rep to use in a way that will help to reduce emissions.”

Why Do You Want To Leave Your Current Position?

Frame your decision to move on in a positive light that emphasizes a professional—not personal—reason for leaving. Keep your response brief and upbeat, and don’t criticize your current employer.

Example: “Simply put, I’ve progressed as far as possible. I’m a highly motivated individual and decided to prioritize career growth. I’m excited to find bigger opportunities outside my current company.”

What Are Your Career Goals?

Show the hiring manager that you plan to stick around after you get hired. Align your career goals with the responsibilities of the role you’re applying for, and emphasize the growth opportunities that the position will provide. 

Example: “Ultimately, I aspire to a leadership role. In the next five years, I hope to become an expert who teammates consult for advice and mentor new employees.”

Which Work Environment Suits You Best—Remote or in the Office?

Interviewers want to know if you’ll thrive at their company. Resist the temptation to gloss over your real needs and simply align your response with the company’s environment. If you provide an authentic answer, you might find that the company is willing to meet you where you are. 

Example: “I prefer a remote work environment because it offers fewer distractions. After working from home, I realized my productivity increased—and it felt good to be able to work with even more efficiency.”

Do You Have Any Questions for Us?

Show the interviewer that you’re engaged in the conversation and eager to learn more. Try asking about how success is measured, how the organization operates, or what company culture is like. 

Example: “If I was hired for this position, what would you expect me to achieve in my first three months? How does the company’s management style manifest in daily operations?”

Situational Questions Based on Your Resume

Interviewers use situational questions to evaluate a candidate’s attitude and disposition. Situational questions often explore prior experiences listed on your resume to assess your approach to challenges in the workplace. 

How Did You Support Your Team in Your Last Role?

This question assesses how you interact with teammates and helps interviewers assess whether you’ll mesh with the company culture. 

Example: “My last team was highly collaborative, so I supported my teammates regularly throughout the sales process. We would often work together to build a pipeline, and I lead a lot of prospecting research initiatives thanks to my experience with LinkedIn Sales Navigator.”

In Your Last Role, You Frequently Completed Projects on a Tight Deadline. How Did You Manage Your Workflow?

Communicate your ability to thrive in a fast-paced environment and explain how you produce high-quality work quickly. 

Example: “On tight deadlines, it’s important to build momentum. I break down projects into smaller action items and knock out each item one by one. This generates a sense of accomplishment that boosts motivation. I also use practical strategies like task automation to speed up the process.”

Sales Interview FAQs

Wondering whether a sales career is right for you? Read on for answers to frequently asked questions about sales. 

Since you’re here…
Curious about a career in tech sales? Learn more with our tech sales career guide, or dive right in with our Tech Sales Bootcamp. We’ll help you seamlessly switch careers in a matter of months, or your tuition money back. See our student success stories for inspiration – people are changing careers with us every day!