The first time I interviewed for a job, I had no idea what to expect. That’s why I put together this list of common sales job interview questions: to help you prepare for the tricky questions you’re likely to encounter in a sales job interview.
Sales jobs are complex and multifaceted. Plus, a successful career in this field requires a wide range of skills, a certain disposition, a growth mindset, and a whole host of other key attributes. So, to land your next sales job, you’ll likely need to answer a range of tough interview questions designed to determine whether you’ve got what it takes to succeed.
Below, I’ll walk through 30 common sales job interview questions, exploring why recruiters ask these questions and how to respond effectively. Then, I’ll share some of my personal favorite tips and tricks for nailing a sales job interview, from how to navigate interviewing with no job experience to questions you can ask to impress your interviewer.
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Table of Contents
- Common Sales Job Interview Questions
- How to Answer Sales Interview Questions Without Sales Experience
- Questions to Ask in a Sales Job Interview
- How to Prepare for a Sales Job Interview
- Sales Interview Tips
- Nail Your Next Sales Job Interview
Common Sales Job Interview Questions
To compile the list of common interview questions below, I talked to dozens of sales recruiters and hiring managers. They shared that there’s no short, cookie-cutter list of four or five universally-telling questions — to the contrary, every role is different, and every hiring manager will be looking for a different, unique set of skills and experiences.
But, that doesn’t mean you can’t still be prepared. Reviewing these common questions will set you up to ace your next sales job interview, giving you the tools you need to answer tough questions with confidence and poise.
Ready to master the sales job interview? If so, let’s dive in!
1. “What do you know about our company?”
Why They’re Asking
According to Former Executive Recruiter Biron Clark, employers don’t want someone who’s applying to 200 positions per day without caring what type of job they get. Why?
“Well, employers want someone who will be motivated and work hard in their job. And they figure if you have thought about your job search and have specific reasons for applying, then you’re more likely to really like their job,” writes Clark.
Employers ask candidates what they know about the company they’re applying to work with to gauge their level of preparation and interest in the job. They want to know that you’re enthusiastic about working for their company specifically — not just about getting any job that’ll pay the bills.
This makes sense. After all, employees who care about the businesses they work for are more likely to remain engaged and contribute positively to their company’s culture. By asking this question, hiring managers are trying to get a read on whether you’ll be a team player who believes in their organization’s mission or someone who’ll just “phone it in.”
How to Answer
Start by reading through the organization’s website, Wikipedia page, and any other applicable content you can find online before your interview. You can also Google the company or look them up on Yelp or Facebook to learn what people are saying about them. In addition, conduct the same research on the company’s competitors, so you have a sense of how your target employer compares.
Then, when this question comes up in your interview, concisely summarize what you learned about the organization’s solutions, who it serves, who it competes with, and what industry analysts, employees, and other interested parties are saying about it.
Sample Answer
“I’ve been very familiar with your company’s innovative solutions, such as X, for a long time. I see the value you provide in your target market of Y, and I admire how you have effectively positioned yourself against competitors such as Z.”
2. “Tell me a bit more about yourself.”
Why They’re Asking
This question helps your prospective employer get a read on your ability to communicate and balance personal and professional information appropriately. It also serves as a chance to get a feel for both who you are as a person and how well you can comfortably build rapport (without being overly casual or unprofessional).
How to Answer
This question is your opportunity to incorporate elements of both your personal and professional life — so make sure you touch on each, but don’t get too focused on either one. Start with an interesting personal tidbit. Then, talk about why you are pursuing a sales career in general, and finish by discussing why you’re interested in this particular company.
Sample Answer
“Well, off the clock, I am deeply in love with my X hobby — I’ve done it for years, and I enjoy engaging in it with my friends and family! Professionally, I’ve been a salesperson for Y years as I have always had a passion for Z. This passion led me to find your company, as I believe your organization’s goals and values align closely with my interests.”
3. “Give me an overview of your career to date.”
Why They’re Asking
A brief career retrospective highlights your ability to communicate concisely while speaking to the logic and rationale of your career choices. It also allows you to tout some of your more impressive accomplishments.
How to Answer
Start with your first relevant job — not your first job ever. If you began your professional career as a sales rep, you don’t need to talk about how you worked as a camp counselor as a teenager. From there, briefly discuss what you learned from each successive role.
Don’t forget to touch on what attracted you to each new opportunity, culminating in the one you are currently interviewing for. Frame each job change in terms of striving for something greater, not in terms of running away from a crummy manager or company.
Sample Answer
“I got my foot in the door in sales at X company, which gave me the foundation I needed to develop Y skills. I then found the opportunity to progress with Z company, where I was able to build on what I had already learned to excel in…”
4. “What are your short- to mid-term career goals?”
Why They’re Asking
Effective goal-setting is the hallmark of a clear-thinking, motivated worker. Indeed, I’ve found that being able to set well-defined goals is essential both when it comes to fulfilling day-to-day responsibilities and staying the course throughout your development within an organization.
Setting and communicating clear goals is especially important in a rapidly changing, uncertain business environment.
For example, Hemraj Singh Parmar, co-founder of healthcare startup AyushPay, knows that “goal setting is always specific and aligned with the organizational vision and goals.” He goes on, “To win a war, you need to win several battles. You need to demonstrate how you can break down a goal into bite-size morsels and then plan a flawless execution.”
An interviewer wants to know that you’ll remain organized, engaged, and ambitious throughout your tenure at their company — and asking about your goals gives them the chance to see whether that’s the case.
How to Answer
Before your interview, talk to a few people who are further along in your career path and ask if your stated goals strike a healthy balance between high-minded and achievable.
Then, when you talk to the hiring manager, briefly describe your goals and hone in on why you want to achieve them. Talk through your core, driving motivations, and share where you think achieving these goals could take you in the next few years.
Sample Answer
“My short-term goal is to X, as I am deeply motivated by Y. This will help me build up the skills I need to reach new heights and achieve my long-term goal of Z.”
5. “How do you generate, develop, and close sales opportunities?”
Why They’re Asking
Unsurprisingly, if you’re interviewing for a sales position, you need to demonstrate that you have sales acumen. Interviewers want to know that you have the requisite skills to deliver on your responsibilities — after all, cultural fit can only get you so far if you lack the technical ability to actually close deals.
How to Answer
Talk specifically about how you execute a sale from start to finish. Address planning, preparation, targeting, engaging, discovering needs, providing solutions, resolving objections, and reaching an agreement. Lay out how you tackle each of these tasks step by step.
Sample Answer
“I start generating sales opportunities through calculated preparation and client targeting, employing tactics such as X. I then develop these opportunities by listening to the needs of the customer and working on providing the most appropriate resolution. Finally, I close sales opportunities by gaining the customer’s trust in both the product and me until we reach a positive agreement.”
6. “What do you consider your most significant sales achievement to date?”
Why They’re Asking
With this question, your interviewer is inviting you to make a meaningful impression. They want to know that you’ve been able to apply your skills effectively to achieve impressive outcomes. They’re also looking to see how well you can identify the challenges you’ve faced and articulate the strategies you leveraged to overcome them.
How to Answer
Specificity is key here. People remember richly detailed stories of success — not vague, one-sentence answers. So, when fleshing out your crowning achievement, talk about the time, the specific obstacles you overcame, the people involved with the process, the steps you took to achieve the end result, and what happened afterward.
When Amanda Dove, executive director of the nonprofit ROAR!, asks a job candidate this question, she’s not looking for humility.
She advises, “Don’t be afraid to say what your true greatest accomplishment is. Show your passion for life, not just in professional achievement, but in your personal life, because that’s where connection truly happens.”
Everyone loves a good sales story — so the more you can dial up the drama, the better.
Sample Answer
“X years ago, I had been trying to find new avenues to explore. After putting myself out there and traveling to more events, making more calls, and building relationships with people around the world, I landed a six-figure sale to a corporation on a lead that I sourced myself!”
7. “Tell me about a time that you failed to achieve goals you set. What went wrong, and how could the outcome have been different?”
Why They’re Asking
Successful salespeople learn from their mistakes. They’re able to deal with failure by analyzing their shortcomings critically, taking them in stride, and not making the same errors twice.
As Brian Miller, the former head of global talent acquisition for Visa and GE Digital, explains, “Failure questions are inquiries during interviews that prompt candidates to recount instances where they experienced setbacks, errors, or challenges in their professional or personal lives.”
Miller says these questions aim to evaluate problem-solving abilities, resilience, self-awareness, and learning from adversity. “Interviewers might ask for examples of missed goals, mistakes made, or projects that didn’t meet expectations,” Miller notes.
Knowing how to handle failure is every bit as important as understanding how to succeed. Hitting roadblocks and hiccups is a natural part of sales life — interviewers want to know that you’ll be able to overcome obstacles effectively, without getting overwhelmed, demoralized, or confused.
How to Answer
Miller argues that “responding to these questions requires candidates to reflect on their experiences, address what went wrong, and demonstrate growth or lessons learned from those situations.”
So, be honest, and clearly spell out one of your failures. Start with the goal you were pursuing, and then elaborate on why it was important to you, how you tried to achieve it, why you failed, and who was involved. Then, discuss what you learned and what you would have done differently.
Sample Answer
“When I was first beginning my career, I wasn’t able to meet quota for deals in the X industry. I took a step back to get to the root of the problem and found out I was targeting the wrong demographic in terms of age and occupation. I learned that I needed to conduct deeper research with data, and I have kept that data-driven way of thinking at the forefront of my strategy ever since.”
8. “Why are you interested in this company? Why are you interested in this role?”
Why They’re Asking
Similar to the general question about what you know about the company, this question is also meant to gauge how enthusiastic you are about the interviewer’s company specifically — because, remember, recruiters know that an enthusiastic employee is an engaged employee.
When push comes to shove, engaged employees are much more likely to go the extra mile. Hiring managers want to know that you’re a good fit, and if you can’t articulate why that’s the case, then they’ll probably pass on you.
How to Answer
When you’re researching the company and role, make a list of what excites you about both.
Do you believe in the work the company does? Explain why. Are you interested in expanding your skill set in ways that would be made possible by working in their industry or organization? Tell them that. Does the role play to your strengths? Explain which strengths and how they’re aligned.
Even if your interviewer doesn’t ask you this question, bringing up some of these points can be a strong way to begin or end your conversation.
Sample Answer
“I’ve always been fascinated by this industry and how your company has developed such an innovative solution for its customers. It would be a pleasure to learn more about the different types of solutions you offer and to leverage my skill set to contribute to the success of your company. I would love the opportunity to learn more about this space and grow in this position.”
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9. “Consider a time when you haven’t gotten along with someone on your team. What would that person say about you?”
Why They’re Asking
Salespeople are passionate. It’s a high-stress field, and employers want to know that you have the self-awareness and humility necessary to work as part of a team. If you can’t effectively contribute to a healthy team dynamic, collaborate with others, and thoughtfully resolve conflicts with coworkers, you’re doomed to detract from your sales team’s success.
Brian Hagman, president of the recruiting agency Hagman Search, knows just how important it is for an interviewer to understand a sales candidate’s approach to navigating interpersonal conflict. As he explains, “Conflict resolution is a valuable skill for any sales professional. This question allows the candidate to demonstrate their diplomacy, patience, and ability to find win-win solutions.”
How to Answer
Be honest with this answer: Give specific examples that end with a clear resolution. Hiring managers don’t want candidates who can’t take responsibility for their mistakes or who are too prideful to resolve conflict.
Sample Answer
“In my last role, I worked closely with a BDR who had a very different communication style than my own. We clashed early on because I’m an external thought processor, and he was an internal processor. Ultimately, we spent some time together to work out ways he could be more explicit in articulating his ideas and how I could be more grounded in hearing him and offering feedback.”
10. “How do you keep up with the latest industry trends in sales?”
Why They’re Asking
Hagman offers helpful insight on this interview question as well, sharing, “A great sales executive is always learning and evolving.” As such, he argues, “This question will help you determine if the candidate is proactive in staying informed and can adapt their sales strategies based on market changes.”
In addition, I’ve found that this question can be a great way to help interviewers get a feel for how passionate you are about sales as a profession. It’s an opportunity to demonstrate that you’re in the field because you want to be, not just because you’re trying to make money. Keeping up with industry trends illustrates your motivation, sincere interest, and a commitment to growth and professional development.
How to Answer
If you’re not reading the latest industry books, listening to sales podcasts, or following the hottest blogs, how are you keeping your skills sharp? Always come to an interview armed with a few examples of ways you’re continuously learning and bettering your craft.
Sample Answer
“I stay up to date on sales trends in many ways. I’m always reading the trending topics circulating in my favorite business publications, and I also engage in these conversations on LinkedIn. In addition, I love reading sales books, and I have a growing collection of sales success literature.”
11. “Tell me about the toughest sale you’ve ever made.”
Why They’re Asking
Interviewers ask this question to give you the chance to tout a major accomplishment, articulate your problem-solving skills, demonstrate critical thinking, and show how you’ve leveraged the skills you’ve learned throughout your career.
They also want to see passion here. The hiring manager is looking to hear about something you’re extremely proud of, since they’d like to see the enthusiasm that you will carry over when you take on your new role.
How to Answer
Every salesperson has that one sale that took a year to close, had to go through 37 levels of bureaucracy, or required them to win over a whole team that wanted a different product. Tell that story — and get specific. Talk about how much time you devoted to the sale and how you justified taking that time.
You’ll want to demonstrate that you thought strategically about your time and your company’s resources. Importantly, don’t tell a story that comes across like you just wasted a lot of time and effort closing a small deal. To really impress your interviewer, make sure that the deal in question had a big payout.
Sample Answer
“One time, I pitched my business to a gentleman at a networking event. I didn’t go to the event intending to pitch, but I couldn’t help but overhear that he was having trouble with X in his business. He was hesitant at first, but eventually, he connected me to the relevant stakeholders in his organization. It was a long and grueling sales process — but many meetings later, I landed the largest deal of my career!”
12. “Have you ever had to break up with a client or prospect? How did you approach that?”
Why They’re Asking
This question sheds light on your capacity for empathy, assertiveness, strategic thinking, and communication skills. It lets interviewers know that you have a good feel for when it’s time to cut your losses with a prospect, the confidence to act on that sensibility, and the soft touch necessary to end relationships amicably and thoughtfully.
Breaking up with prospects is not for the faint of heart — but it’s a necessary part of sales. It shows you’re confident in your ability to work on other deals, cognizant of what’s best for your customer, and fierce about protecting your company’s resources.
How to Answer
Identify an instance where a relationship with a prospect or client didn’t pan out. Establish exactly why they weren’t a good fit, and highlight the moment you realized that was the case. Then, share how you communicated with them calmly but assertively, ended the relationship gracefully without burning the bridge, and benefitted from moving on.
Sample Answer
“There have been times when the product I was offering no longer aligned with a client’s needs. While I always want to meet my quota, I know when a product isn’t the right fit for a customer, and I never want to push clients to buy products they don’t actually need. In cases like these, I weigh all options before coming to a conclusion, and then I respectfully communicate that they should explore other avenues.”
13. “Why are you interested in sales?”
Why They’re Asking
Like a few of the other questions I’ve listed so far, this one helps interviewers gauge how much skin you have in the game. They want to know that you have an extremely personal stake in what you do — that you approach your career with passion and sincere interest.
As Senior Recruitment Consultant Lauren Whiteman explains, “Your potential employer wants to feel confident that you have the motivation to develop your sales career whilst positively representing the company and brand.”
With this question, the recruiter is giving you the chance to show that you’ll bring real energy and enthusiasm to the position. If you can’t articulate why you like sales, they might think you’re pursuing the position for the wrong reasons.
How to Answer
Be sincere. You obviously have a reason why you got into sales — and that should extend beyond just, “I wanted to make money.”
If you’re not sure where to begin, Whitman suggests that “when talking about why you’d like to work in sales, it’s great to start by focusing on specific soft skills you’ve gained that are essential for success in sales.”
Try sharing how you got into the field, as well as why you’ve enjoyed it enough to stick with it for as long as you have. Talk about how your personality and skill set align with sales as a practice. Then, discuss the specific aspects you love about both your day-to-day and overarching goals.
Sample Answer
“I was inspired to work in sales because it’s a profession where hard work and problem-solving pay off. I enjoy the challenge of closing a deal, and I feel accomplished when I provide a customer with the solution they’re looking for.”
14. “Do you consider yourself a team player?”
Why They’re Asking
Team players achieve their own goals while supporting and uplifting those around them to do the same. This is important because hiring managers want to bring on candidates who boost the morale and effectiveness of the entire team.
This question is meant to gauge how well you’ll work with and around others in the organization. If you don’t have a compelling answer, the interviewer may worry that you’ll harm the team dynamic, and they may opt to go with another candidate as a result.
How to Answer
Assure the interviewer that you can successfully work both independently and on a team. You want them to know that you’re excited to work with a team but that you won’t be overly dependent or need help constantly.
To emphasize your openness to being a part of a team, consider bringing up positive past experiences of team projects that you found enriching to your work experience.
Sample Answer
“Yes, I enjoy working in a team environment in which everyone is encouraged to reach new heights. I can flourish working both on my own and on a team — for example, in my last job, I performed well both independently and on collaborative projects.”
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15. “In what ways do you build rapport with customers?”
Why They’re Asking
This question may seem simple and straightforward, but it’s also very important to a sales hiring manager. When they ask about rapport-building, recruiters are looking to see whether you have a reliable sales approach that helps you establish a sense of connection with prospects.
Shannon Matthews, recruitment director for Playced, speaks eloquently to this point, noting that “Hiring Managers don’t just want to know about your strategy, negotiating and objection-handling skills, they want to know if you can build rapport and sustain relationships.”
Especially if you already have some sales experience listed on your resume, the interviewer will definitely be expecting a strong answer to this question, as it is a critical component of any sales job.
How to Answer
Answer this question by explaining that you build rapport with customers through personalized, unique, and appropriate conversation. You want the interviewer to know that you see the value in offering customers good experiences and that you know how to do so in a professional, respectful manner.
Matthews suggests that “it's always important to approach a sales interview remembering you’re not just a salesperson; you’re a relationship builder, which means you need to display your consultative outlook and your desire to take care of customer needs.”
After all, no two customers are the same. Hearing that you can build rapport with diverse customers is music to a sales hiring manager’s ears.
Sample Answer
“Every customer is different. So, to ensure that I can build strong relationships with them, I personalize my approach to their unique needs, and I engage in conversations that are inviting and appropriate as we conduct business.”
16. “What do you do when sales are down?”
Why They’re Asking
Being in sales means that not every month is going to be the most profitable. Hiring managers will want to know how you identify slumps and how you approach this problem when it occurs. They’re looking to make sure that you have a plan in place and that your attitude reflects that you won’t give up or dwell excessively on a setback.
How to Answer
Tell the interviewer that when sales are down, you make a strategic plan to come back from the slump. List the ways you track your own progress, and describe how you weigh your metrics against industry benchmarks.
Sample Answer
“When sales go down, I don’t panic. Instead, I take a step back and make a strategic plan to reach more customers with a different approach. I calculate how far I am from my benchmark or target, and then I re-evaluate my plan as needed.”
17. “How do you handle rejection?”
Why They’re Asking
Rejection is a fact of life — and that’s as true in sales as in anything else. It’s something most sales professionals are bound to deal with on a regular basis, and so interviewers want to know that you have both the composure to handle these kinds of experiences with grace and the willingness to learn from them.
Indeed, as Matthews explains, in sales, “it’s a necessity for an employer to know your outlook on rejection. Are you resilient, or will you give up after one setback? Are you spreading optimism to the team or pessimism? Does rejection drive you to develop your skills or make you lose focus and productivity?”
When a recruiter asks how you handle rejection, they’ll be “trying to gauge not just if you’re cut out for a sales position with a lot of setbacks, but if you’ll be a positive person to be around in the office and in front of customers,” Matthews writes.
How to Answer
I recommend that any salesperson who’s asked this question be as frank as possible about it. Demonstrate that you understand that rejection plays a key role in both putting the customer first and developing as a sales professional.
It’s also a good idea to shed some light on your specific experiences with rejection. After all, no salesperson bats a thousand, so it’s important to acknowledge your own limitations openly. Just saying something vague like “when I’m rejected, I just keep on moving” can come across as arrogant and shortsighted.
Sample Answer
“On some level, I take rejection personally — as we all do — but I try to frame it as a growth opportunity more than some sort of spite-powered motivation tactic. Getting rejected means there’s something I could’ve done better, so I try to sit with any rejection a bit to diagnose what it was.
“For instance, in my last role, I was selling construction project management software to a midsize outfit. I ultimately couldn’t close the deal due to budget constraints that came up last minute. That experience really taught me the value of active listening and highlighting cost-effectiveness and flexible pricing options throughout the sales process.
“If I had listened more intently, I might have caught those concerns earlier and either conveyed how we could accommodate them or known not to sink so much time into the deal earlier in the sales process.”
18. “How do you ensure customer satisfaction after you’ve made a sale?”
Why They’re Asking
A happy customer is one of the most valuable assets any business can have. Referrals drive some of the highest quality leads, and testimonials from satisfied customers provide some of the most effective social proof for supporting sales efforts. That’s why interviewers want to know that you’ll play your part when it comes to keeping customers on board and enthusiastic … even after the deal is closed.
How to Answer
Establish that you understand how important key metrics like Customer Lifetime Value (CLV) and customer referrals are. Then, stress how you act on that understanding through activities such as following up after closing and facilitating smooth transitions to your customer success department.
Sample Answer
“I ensure customer satisfaction after a sale through a range of strategies, including setting reasonable expectations throughout the sales process, remaining diligent with follow-up both during and after a deal, reasonably assisting customer success and support when I’m able to, and actively seeking and incorporating feedback from customers. This multifaceted approach allows me to build and sustain productive relationships with the prospects I convert.”
19. “Do you believe in aggressive follow-up in sales — potentially at the risk of alienating a prospect?”
Why They’re Asking
A question like this is meant to get a pulse on two key attributes: your ethical standards and your persistence.
How to Answer
Personally, I would not recommend dancing around this question and giving some kind of waffling, reluctant non-answer. This question is a pulse check on whether you’ll fit into this sales org’s culture. You likely have a take on it — so be measured and polite, but don’t be dishonest.
Sample Answer
“It definitely depends on the situation, but if a deal calls for it, I’m willing to err on the side of persistence. Obviously, the first priority is solving for the customer. But if a deal is stalled and it’s going to take a bit of extra oomph to either move it forward or learn it’s not viable, I’ll be a little more aggressive.
“I do think there’s a distinction between persistence and badgering, but I’m not someone who will sit on their hands, waiting by the phone for a prospect. I’m willing to follow up tactfully but assertively.”
20. “How do you feel about the use of artificial intelligence in sales, particularly as it relates to potential job displacement?”
Why They’re Asking
This is another question designed to help the hiring manager understand your ethical compass. It’s also an opportunity for you to flex your understanding of timely trends, as well as your willingness to adapt to new technologies as they emerge.
How to Answer
A question like this is a pulse check on your adaptability, so I would answer it by emphasizing that you’re willing and able to incorporate emerging tech into your sales repertoire.
Sample Answer
“Artificial intelligence is one of the most valuable resources today’s salespeople have at their disposal — especially when it comes to automation, data analysis, and personalization. There are obviously reasonable concerns about job displacement, but I try to see AI as a complement rather than a replacement to human sales professionals.
“By leveraging AI, salespeople can focus more on strategic relationship-building, creativity, and problem-solving. Plus, embracing AI responsibly through ongoing training and upskilling ensures that sales teams can adapt and thrive in an evolving technological landscape.”
21. “Can you tell me about a time when you turned a ‘no’ into a ‘yes’?”
Why They’re Asking
As Vit Koval, co-founder of the global hiring firm Globy, explains, “This question reveals not just the candidate’s persistence but also their strategy and creativity in handling objections.”
Turning a “no” into a “yes” is a critical component of many sales roles. Employers will be looking for a clear, compelling example of a time in which you identified and overcame a prospect’s objection.
How to Answer
According to Koval, “a strong answer would detail a specific situation, the approach taken, and the outcome, highlighting the candidate's persuasive skills and resilience.” As with many interview questions, specificity will be key in crafting an effective answer.
Sample Answer
“During my stint at a construction project management software company, I once encountered a scenario where a small construction firm was reluctant to embrace our solution due to budget constraints and concerns about complexity. Understanding their needs, I tailored a personalized demo focusing on cost-saving features and our user-friendly interface, addressing their specific pain points.
“Additionally, I offered a flexible payment plan that aligned with their budgetary constraints. By following up persistently, showcasing success stories of similar firms, and providing exceptional customer support, I eventually turned their ‘no’ into a ‘yes.’
“This experience taught me the importance of empathy, customization, and perseverance in sales, especially when overcoming objections and converting leads into satisfied customers.”
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22. “How do you stay motivated during slow periods or in the face of repeated rejection?”
Why They’re Asking
This is another one of Koval’s favorite interview questions. According to him, “sales roles can be challenging, and this question helps understand a candidate’s self-motivation and resilience.”
How to Answer
Koval continues, “An effective response would describe specific strategies or mindsets the candidate employs to remain focused and productive, even when times are tough. It’s an opportunity for candidates to showcase their emotional intelligence and tenacity.” In other words, this question is your chance to highlight your grit in the face of a tough, potentially demoralizing situation.
Sample Answer
“During slow periods or in the face of repeated rejection, I try to set realistic goals and focus on self-improvement. Rejection is natural in sales — it’s built into the job, so I do my best to simultaneously take those periods in stride and learn what I can from them.
“Personally, I view these stretches as opportunities for personal analysis and growth. For instance, if I notice I’m being tripped up by a lack of product knowledge, I take the time to research my offering more extensively. I also take steps like revisiting my sales calls with conversation intelligence to zero in on where I might be slipping up.
“Ultimately, I just try to be proactive in identifying and remedying the ‘why’ behind these stretches without getting too demoralized. I think that the periods where I dealt with a lot of rejection wound up being some of the most productive times of my career, since they prompted me to become more self-aware and proactive in improving my sales acumen.”
23. “How do you ensure you meet or exceed your sales targets?”
Why They’re Asking
Koval also spoke to the importance of this interview question, noting, “This question gets to the heart of a candidate’s goal-setting and achievement strategies.” This question is all about your ability to define a clear goal and then figure out what it will take to meet or even surpass that target.
How to Answer
As Koval describes, “Successful candidates typically share their process for setting goals, tracking progress, and adjusting tactics as needed. They might also discuss the importance of understanding customer needs deeply, demonstrating product knowledge, and building strong relationships, both internally and externally.”
Sample Answer
“When trying to meet or exceed sales targets, I start by setting SMART goals that are aligned with the company’s objectives and market trends. Then, I track my progress using the KPIs that the org is most interested in. This allows me to identify areas for improvement and make strategic adjustments as needed.
“From there, I take a customer-centric approach: listening actively, understanding where prospects are coming from individually, and focusing on relationship-building. Ultimately, I aim to act as a helpful, consultative resource through the sales process.
“This approach — combined with continuous learning and collaboration across teams — enables me to develop connections with customers, to focus on relevant product knowledge, and ultimately, to frame specific, helpful value propositions…all of which has helped me exceed targets in most of my sales roles to date.”
24. “Describe a time when you had to sell a product or service that was new to you. How did you approach the challenge, and what was the outcome?”
Why They’re Asking
In many cases, sales professionals are expected to sell products that they may not be personally familiar with. Knowing how to get up to speed quickly — and how to speak intelligently about a technical field with which you may have little to no experience — is a critical skill for any salesperson.
How to Answer
Marc Bishop, director of the marketing and sales agency Wytlabs, says that this question can speak to a candidate’s adaptability and quick learning. He explains, “Successful candidates will talk about their process for getting up to speed with the new offering, including how they identified key value propositions and tailored their pitch to meet their audience’s needs.”
Bishop says the most compelling answers will also reflect on what they learned from the experience and how it influenced their future sales tactics.
Sample Answer
“In a previous role at a company selling construction project management software, I shifted verticals to target larger construction firms and was tasked with selling an offering I wasn’t familiar with. I started to adapt by getting a pulse on the new persona I was working with — that gave me a frame of reference for the pain points I would need to speak to, along with the features best equipped to accommodate them.
“I also developed more extensive technical product knowledge and unique selling points. Additionally, I conducted extensive market research to get a sense of the competitive landscape. Ultimately, I worked to get as much context as possible that would help me identify the ‘why’ behind the typical prospect’s purchase decision. Thanks to these efforts, I secured several new clients and received positive feedback on the software’s effectiveness in meeting their needs.
“This experience taught me the importance of adaptability, continuous learning, and customer-centric selling, all of which has informed my ongoing focus on personalized solutions and value-driven propositions.”
25. “What digital tools and technologies do you believe are changing the sales landscape, and how have you leveraged them in your process?”
Why They’re Asking
According to Bishop, this question can reveal a candidate’s tech-savviness and innovative mindset — two vital traits for a salesperson to be successful in today’s tech-heavy sales ecosystem.
How to Answer
Bishop argues that “the ideal response would not just list tools but also describe how they’ve been utilized effectively to enhance productivity, improve customer engagement, or increase sales. Whether it’s CRM software … or data analytics tools, we want to hear about real-world applications that demonstrate a candidate’s ability to harness technology for sales success.”
Sample Answer
“When it comes to new tech, I try to adopt early and adapt thoroughly. If my org is embracing a new resource, or if I happen upon a tool that I can apply personally, I’m always willing to learn and embrace it.
“For instance, at my last company, my org made a significant investment in a conversation intelligence platform. I immediately learned how to leverage it, exploring how it could help me to share insights that could improve our org’s messaging with leadership and to identify where I had room for improvement.”
26. “What is the most common objection you anticipate hearing from customers in this industry/sector, and how would you overcome it?”
Why They’re Asking
Matt Erhard, managing partner of the Canadian recruiting agency Summit Search Group, asks this question when he’s “looking for candidates to demonstrate an understanding of the product or service that they’ll be selling in the role, what customers’ pain points will be regarding it, and what will motivate them to make a purchase.”
How to Answer
According to Erhard, “It’s best when candidates have experience in the industry, or selling a similar product or service, and can craft their answer based on this first-hand experience.” This is your opportunity to speak to your industry experience, while also demonstrating your ability to overcome objections and get to yes.
Sample Answer
“In my previous job, I found that one of the most common objections in this industry is budget. Our customers were often really excited about the product, but they were hesitant to commit to a large, up-front payment. To address this objection, I worked with my team to come up with creative pricing solutions, such as a monthly payment plan or freemium model, that could mitigate prospects’ concerns.”
27. “Are you comfortable making cold calls? What is your strategy or approach to get the most value out of cold calls?”
Why They’re Asking
Erhard is also a fan of this question, sharing, “Cold calling is the part of sales that people tend to like the least, but it’s a necessary part of the role.” As such, he feels that sales candidates should be able to speak to how they approach this less glamorous aspect of sales.
How to Answer
Erhard continues, “The first thing I’m looking for in an answer is that the candidate understands the importance of cold calls and, ideally, has some experience making them. I also want to hear them mention ways they build relationships during these calls and set themselves up to make follow-up calls, which is often when these sales are closed.”
Sample Answer
“Cold calling may not be the most fun, but it’s an essential part of the job. To get the most value out of cold calls, I always make sure to start by doing some background research on the prospect, so I know who I’m talking to. Then, I use those insights to personalize my conversation with the prospect, taking the time to build rapport and understand their needs rather than just launching straight into a sales pitch.”
28. “How do you view the relationship between sales, marketing, and advertising? Do you think it’s important to align marketing and sales efforts, and if so, what are some successful approaches to do so?”
Why They’re Asking
Recruiters want to know that you recognize the importance of maintaining alignment between sales and marketing efforts.
According to Erhard, “sales teams function best when they see themselves as integral, connected parts of the broader team. It’s also been my experience that sales teams are more prone to siloing than other departments in an organization, and this can disrupt the cohesiveness of your brand messaging and overall operational efficiency.”
How to Answer
Erhard goes on, “I’m looking for candidate answers to this question to focus on areas like collaboration, communication, and cohesion of both the team and the company’s messaging.” Remember to call out the specific strategies you’ve used in past roles to ensure that sales and marketing teams stay on the same page.
Sample Answer
“Aligning the goals and interests of sales, marketing, and advertising is mission critical when it comes to optimizing results across the board, from qualifying customers and crafting consistent company messaging to establishing reasonable expectations from customers.
“In my past jobs, I’ve found that getting there starts with creating open lines of communication between departments, collaborating regularly, and consistently sharing feedback. In doing all of that, you can better align in all the areas I mentioned, creating a seamless experience throughout the buyer’s journey and ultimately appealing to the prospects that your solution fits best.”
29. “How do you adapt your sales techniques in a rapidly evolving digital landscape?”
Why They’re Asking
According to Dylan Cleppe, co-founder and CEO of the marketing agency OneStop Northwest LLC, “this question tests a candidate’s flexibility and willingness to embrace change — an essential factor in the digital services industry.”
How to Answer
Cleppe says, “Ideal responses reveal a strategic mindset towards continuous learning and experimentation with new digital tools and platforms to stay ahead.” When answering this question, focus on sharing examples of specific times in your career when you’ve had to adapt to a new technology or digital tool.
Sample Answer
“At my previous company, I kept pace with digital transformation by staying up-to-date with emerging technologies, market trends, and customer preferences. For instance, as the industry shifted toward cloud-based solutions, I adapted my pitch to highlight the scalability, accessibility, and cost-efficiency of our software.
“I also incorporated digital marketing strategies such as targeted email campaigns, social media outreach, and webinars to reach a broader audience and engage prospects at various stages of the sales funnel. By continuously evaluating and adjusting my approach based on industry shifts and customer feedback, I ensured that my sales techniques remained effective and aligned with the evolving digital landscape.”
30. “Describe a scenario where you had to build a relationship online with a potential lead?”
Why They’re Asking
Cleppe notes that this is another increasingly common interview question. According to him, “In the digital space, the ability to connect and build trust without face-to-face interaction is paramount.”
How to Answer
As Cleppe explains, “I look for detailed examples of nurturing online relationships that led to long-term partnerships or sales. This sheds light on their communication skills, patience, and creativity in using virtual platforms to mirror the personal touch traditionally found in direct sales interactions.”
Cleppe notes that this balance of technical aptitude and relational prowess has been pivotal on his team, “ensuring we not only reach but genuinely connect with our audience to drive success.”
Sample Answer
“At my last company (selling construction project management software to small construction firms), I connected with a prospect via a LinkedIn group dedicated to construction industry trends.
“The prospect was interested in adopting digital solutions, but they were a bit hesitant due to less-than-ideal experiences with previous providers. With those factors in mind, I commented on one of their posts — primarily sharing my expertise but also interspersing some insight about our software.
“That comment sparked a dialogue. Over the following weeks, I nurtured the relationship by sharing relevant articles and free demos, as well as quickly and comprehensively addressing the concerns they raised. This personalized attention and focused insight helped me develop the trust and rapport I needed to ultimately facilitate a smooth sales process, close, and foster a productive relationship in the long run.”
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How to Answer Sales Interview Questions Without Sales Experience
Alright — you’re now up to speed on the most common questions an interviewer will ask you. But many of my recommended answers include examples from prior, relevant experience. How do you answer these questions when you’re new to the industry?
Below, I’ll walk through some of my top tips for answering sales interview questions when you don’t have any sales experience.
1. Frame your lack of experience as an eagerness to learn and grow.
Everyone has to get their foot in the door somewhere. If you don’t have prior experience, that’s okay — just make it abundantly clear to the hiring manager that you are motivated to learn and grow with their company.
As recruiter Lani Alinas Rojo explains, “As a seasoned recruiter, I’ve seen many candidates struggle with self-doubt. My top tip: Focus on showcasing your transferable skills and strengths, even if they're not directly related to the job.”
Rojo suggests highlighting your achievements, soft skills, and willingness to learn.
“Prepare thoughtful questions to demonstrate your interest and enthusiasm. By focusing on your unique value proposition, you’ll stand out and increase your chances of landing your dream job,” Rojo says.
So, don’t talk down about yourself or apologize for your lack of experience. Instead, simply focus on your enthusiasm to become a great salesperson. For example, try using some of the following phrases:
- “I’m excited to take on the challenge of being a hard-working salesperson.”
- “I’m eager to learn more sales skills if given the opportunity.”
- I’m ready to take what I’ve learned from my classes and apply it to the real world.”
2. Highlight relevant extracurricular activities and educational experiences.
Classes and hobbies aren’t the same thing as real-world job experience, but they can certainly help build a recruiter’s confidence in you. Some extracurricular activities and educational experiences that may be particularly compelling to an interviewer include:
- Learning a foreign language. Speaking a second language can be incredibly valuable in many workplaces, especially if you’re applying to a global organization.
- Holding a leadership position in an extracurricular organization. This shows that you understand teamwork, have a self-starter attitude, and that you aren’t afraid to take on responsibility.
- Fundraising for a cause. This shows that you’re proficient in project management, that you have some business savvy, and that you’re motivated to help others.
3. Talk about transferable skills from non-sales roles.
Whether it was paid or unpaid, a sales role or a retail job, any experience is better than nothing. Plus, your non-sales roles may be more relevant than you realize. Many common jobs, such as retail or restaurant positions, teach highly transferable skills that salespeople need.
As such, don’t be afraid to share the ways in which you’ve developed skills that may transfer well into the sales industry. For example, some skills to pull from your background may include:
- Organizational skills. Time management and the ability to multitask show hiring managers that you have the ability to succeed in sales.
- Communication skills. Whether oral or written, your interviewer will want to know that you can communicate effectively with customers. It’s even better if you can talk about how you’ve negotiated or persuaded someone in the workplace, as negotiation and persuasion are particularly important in sales.
- Relationship-building skills. If you’ve worked well in teams or had managerial responsibilities, then you likely have valuable relationship-building skills — and demonstrating that you care about people and their needs can tell your interviewer that you’ll be a reliable salesperson.
4. Talk about how you have problem-solved in the past.
Finally, I’ve learned that one of the most important aspects of any sales job is problem-solving. Solving problems is something effective salespeople do every day — but even if you’ve never worked in a sales job, you can also likely think of countless examples of times when you’ve had to problem-solve in your day-to-day life.
Whether it was diffusing a disagreement, fixing a gadget on your own, or coming up with a creative solution or “life hack,” these are all experiences that can show hiring managers that you have critical thinking skills that will be highly useful in the workplace.
Questions to Ask in a Sales Job Interview
Of course, job interviews aren’t a one-way street. To really wow a recruiter, don’t just sit back and let them ask all the questions. Instead, you should always make sure to have some questions ready to ask them at the end of the interview.
Indeed, Christian Sieg, a talent acquisition recruiter for Lockheed Martin, speaks compellingly to the importance of asking good questions as an interviewee.
On LinkedIn, Sieg shares, “When you reach this point in a job interview — where the interviewer is done with their questions and opens up the floor — you don’t want to be caught off guard. It’s vitally important to have a plan for how you’ll respond and a list of questions specific to that opportunity of your own.”
Here are some of my personal favorite questions to ask in a sales job interview.
1. “What are the characteristics of your top salespeople?”
This question shows that you’re interested in whether you fit the mold for successful salespeople at your interviewer’s company. It demonstrates that you want to know what it takes to thrive in this role, which offers two key benefits: First, it shows your interviewer that you have a strong, personal stake in landing this job. And second, their answer will give you some insight into how you’d fare at the company.
2. “What types of objections do your reps consistently face?”
Asking this question shows that you’re thinking proactively — that you’re already interested in figuring out the objections that you’ll have to address if you get the job. It tells the interviewer that you want to understand the day-to-day obstacles your potential colleagues deal with. This question also helps your interviewer envision you in the role, making them more likely to want to move forward with you.
3. “What are the biggest challenges new hires face in their first three months?”
This question demonstrates specific interest in the company and indicates that you have a growth-oriented mindset. By asking about common challenges faced by new hires, you’re showing that you’re interested in overcoming the challenges that people in this role tend to encounter. Asking a question like this tells your interviewer that you’re already thinking about what you’ll need to do to thrive at their company.
4. “Can I get a high-level overview of your sales process?”
Asking about the company’s sales process shows that you’re a practical thinker. This question demonstrates that you want to understand how you’ll be selling and whether your skills and sales acumen align with how the broader org operates. In my experience, interviewers are likely to appreciate that kind of thoughtfulness.
5. “Can you give me some more information about your tech stack?”
Similar to asking about their sales process, this question shows that you’re interested in the more nuts-and-bolts, practical aspects of the job.
By indicating that you want to know which tools you’ll be using, you’re demonstrating two key pluses for anyone interested in a sales role: First, you’re showing that you already know how to use some sales tools. And second, you’re highlighting that you’re willing to learn how to use any tools you might not be familiar with.
How to Prepare for a Sales Job Interview
Beyond reviewing common sales job interview questions and preparing a few questions of your own, there are several other strategies that I’ve found can be extremely helpful in preparing for a sales job interview. Here are some of my favorite ways to prepare before an important interview.
1. Research the company and the products it sells.
The key to being prepared for a sales interview is to understand the specifics of the job and to be able to demonstrate that you’re a good fit for the position. This begins with learning everything you can about the opportunity.
As Johnathan Sampey, corporate recruiter for Schneider, describes, “Hiring managers appreciate candidates who take the time to familiarize themselves with what the company is all about. Plus, this information will help give you a better idea of what it’s like to work at the company.”
Just as you would research a prospect to build rapport, you should research the potential employer to help you get more acquainted with both the company and the person who will be interviewing you. This will help you appear more competent and knowledgeable, and it’ll also help you feel more confident throughout the interview.
2. Identify who the company’s target buyer likely is.
Once you’ve taken a thorough look at the company you’re interviewing with, start to piece together who its target buyer is. Based on the functionality of its product or service, the copy on its website, and other clues, do your best to figure out who the business is trying to sell to.
Being able to talk about the buyer and their pain points demonstrates your empathy and skill as a salesperson — both of which will make you more valuable to your prospective employer.
3. Take stock of your sales achievements.
Reflecting on your successes can help you build confidence and get in the right mindset to communicate why you’re the right person for the job.
If you’re just breaking into sales and don’t have sales experience, draw on related skills and achievements. For example, being in customer service may have sharpened your communication and problem-solving skills. Coming from an academic background may have prepared you for the research aspect of prospecting.
Whatever your experience, always play to your strengths and focus on the ways in which you can add value to the company.
4. Consider how to convey your achievements in a concrete, measurable way.
In my experience, achievements always sound more impressive when you attach numbers or specific examples to them. By communicating these concrete details, you can back up your assertions with “proof,” appeal to the logic of the interviewer, and challenge them to imagine themselves in the numbers.
For example, instead of just saying, “I have experience in cold calling,” you could say, “At my last company, I made X cold calls per hour and successfully converted around Y% of them into warm leads.” Similarly, instead of just saying, “I’m skilled at fundraising,” you could say, “I fundraised X dollars last year for the [Program Name].”
Sampey also speaks to the importance of quantifying sales achievements, recommending that candidates “emphasize [their] success in previous jobs by providing quantifiable data. For example,” he suggests, “you could say something like: ‘In my last sales role, I consistently exceeded my monthly sales targets by 10%, which contributed to a 15% growth in overall sales for the company.’”
5. Learn to talk about yourself the way you would talk about a product.
An interview is just like a sales meeting. However, instead of persuading a buyer to buy a product or service, your job is to sell yourself.
Interview coach Carole Martin says it best: “You have to sell yourself like a product. What do you have to offer (as a product) to the customer (the employer)? What do you have that will fill their needs (the requirements of the job)? What can you bring that is unique or added value to the position/company (that sets you apart from the pack)?”
Just like you consider a prospect’s pain points before trying to sell to them, consider the company’s pains and identify how you can bring value to the organization. Selling yourself effectively by clearly articulating your goals, motivations, and working style will help your interviewer imagine how well you’ll sell the company’s products or services.
6. Practice the STAR interviewing method.
STAR is one of my favorite ways to answer interview questions. This approach requires you to include the following elements in an interview response:
- Situation.
- Task.
- Action.
- Result.
Using this method can help you structure your answer in a way that has a strong narrative and tells a clear story, while including only the necessary details and outcomes. As a result, you’ll communicate more clearly and comprehensively, getting to the point more quickly and impressing your interviewer with your crisp communication style.
7. Compile a list of open-ended questions for your prospective employer.
Finally, think of your interview as a sales meeting, in which open-ended questions are an important aspect of the discovery or information-gathering stage. Asking good questions can help you get a sense of the organization, and leveraging your active listening skills can also help you pick up on information that can help you during the interview.
In addition, asking thoughtful questions gives the interviewer a chance to evaluate your skill at coming up with relevant, helpful questions — so if you do a good job, it may also lead them to imagine you asking similar questions in sales calls with their prospects.
Sales Interview Tips
So, you’ve prepared, you’ve reviewed, and you’re about to start interviewing. What’s next? First, I’d definitely suggest taking a look at these helpful lists of common sales manager job interview questions as well as these general interviewing tips.
Beyond that, here are some of my top interviewing tips to help you maximize your chances of landing your dream sales job:
1. Concisely summarize what you’ve learned about the organization.
When you’re asked why you’re interested in the job or the company, give a clear, concise summary. Make sure to include the organization’s solutions, who they serve, who they compete with, and what industry experts say about them.
Your interviewers won’t expect you to have followed every move their company has made over the past five years, but demonstrating a basic understanding of their business and industry shows that you’ve done your homework. Learning about its largest competitors, what sets it apart in the market, and the recent accolades it has received will impress them and distinguish you from other candidates.
Importantly, you’ll want to show that you’ve done your research while avoiding accidentally rambling on and on. As founder of Lake Recruitment James Lake recommends, “don’t ramble” and “remember to keep your answers clear and concise.”
2. Explain why you’re interested in this company and role.
Once you’ve given a quick summary, take the time to really think through this question. Over the course of my career, I’ve learned that it’s important to go beyond generic answers like, “You have such a great culture,” or, “I think it will be a really great fit.”
Instead, discuss why the company’s product or service resonates with you, what it is about their business model that speaks to a specific skill you’ve honed, or how you think their sales team can help you grow in a certain area.
3. Talk very specifically about how you’ve executed in your past sales roles.
When it comes to discussing your past sales performance, go hard on the numbers. Have specific numbers and examples prepared, and be ready to explain how you achieved them.
Did you exceed your quota three quarters in a row last year? By how much? And how did you do it? Remember: If you can’t explain how or why you succeeded in your role, it doesn’t really matter what you achieved.
4. Always back up claims about your past performance with data.
Similarly, don’t just tell the hiring manager that you closed the biggest deal in company history. Tell them how much bigger your deal was, how much time it took to close, and why it was worth it for your company and your quota.
5. Everyone loves a good sales story, so the more you can amp up the drama, the better.
Did you close a deal while on vacation in the middle of a lake in between water ski turns? Tell that story like you’ve told it a million times.
Indeed, as interview coach John G. Self argues, “Storytelling is not just a tool. It’s the secret sauce for success in a job interview.”
You’re a salesperson, and part of the job is being an outstanding storyteller. Demonstrate these skills to your interviewers by telling your all-time greatest sales stories — and don’t be afraid to add a bit of dramatic flair.
6. Be honest about failures, and clearly spell out an example of when you’ve been challenged and how you moved forward.
Now’s not the time to drag out the old “I’m a perfectionist, and it frustrated a prospect once” narrative. Instead of a superficial non-answer, dig deep and show your interviewers you have healthy self-awareness and the ability to learn and proactively move on from your mistakes.
Talk about a time you lost a client because you were too focused on closing a bigger fish or a time you failed to address a prospect’s objection — and explain how you’ve taken those lessons to heart and avoided making the same mistake again.
7. Above all, be prepared and be yourself.
Finally, if I could leave you with just one piece of advice, it would be this: Be unapologetically you in an interview. If you’re not the loudest voice on the sales floor, don’t pretend to be in your interview. If you have a weakness, be honest about it. And if you’re especially kick-ass at closing or demos, be honest about that, too.
Imposter syndrome is one of the worst traits to carry into an interview. So, just like you’d be comfortable letting a bad-fit prospect go, enter every interview with the confidence to let this job go if it’s not the right fit for you.
Nail Your Next Sales Job Interview
Every recruiter has their own favorite questions to ask, and no two jobs or organizations will be looking for exactly the same kind of candidate. As such, I’ve learned that the best and most important thing you can do is just to be yourself.
Of course, careful preparation is also key. While it’s impossible to anticipate every sales job interview question that could be asked, the examples I’ve shared in this post should prepare you for the most common ones, as well as any derivatives that come from them.
But at the end of the day, try to remember that there will always be other opportunities. So don’t sweat it — be prepared, be yourself, and know that your best interviews, jobs, and achievements are still ahead of you.
Editor’s note: This post was originally published in October 2018 and has been updated for comprehensiveness.
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