30 Smart Questions To Ask in a Sales Interview: Examples for Candidates

When stepping into a sales interview, the questions you ask can be just as important as the answers you provide. Not only do they demonstrate your interest in the position and the company, but they also showcase your strategic thinking and sales acumen. In this article, we’ll explore smart questions that candidates can ask in a sales interview. These example questions are designed to help you stand out from the competition, gain valuable insights, and make an informed decision about whether the opportunity aligns with your career goals.

Top Questions to Ask

“How do you measure success in your sales team, and how could I contribute to this as a potential employee?”

When asking about how the sales team measures success, you are showing your interest in the company’s goals and vision. This question can give you insights into the relevant Key Performance Indicators (KPIs) used to evaluate sales performance. It can also show you how your experience and skills could fit into the existing framework.

“Can you share an example of a common challenge your sales team faces and how they typically overcome it?”

By asking about the challenges that the sales team faces, you are demonstrating your willingness to learn about the company’s pain points. Not only will this help you to understand potential obstacles you may face in the role, but it can also give you an opportunity to share how your previous experiences and problem-solving abilities can contribute to overcoming these challenges.

“What kind of sales strategies does your company prioritize and how might these align with my experience?”

This question allows you to explore the company’s preferred sales strategies and gives you the chance to highlight your own experience in these areas. It can open up discussions based on your previous successes and help you understand if your sales approach would align well with the company.

“What opportunities for professional development does the company offer to its sales staff?”

The availability of professional development opportunities is important for long-term career growth. By asking this question, you show your commitment to continuous learning and self-improvement. Find out if the company offers mentorship programs, workshops, or training courses, and how these might benefit your career growth within the organization.

“How does your company stay ahead in such a dynamic market, and how can a salesperson contribute to continuous innovation?”

Staying aware of market dynamics and innovation is essential for success in sales. This question demonstrates your understanding of the need for continuous evolution within the industry. It also helps you discover if the company values innovation and encourages salespeople to think creatively and stay agile, which might contribute to your job satisfaction in the long run.

“What does the career progression typically look like for someone in a sales role within the company?”

Understanding the potential career progression within a company is essential for your long-term planning. Ask about the typical trajectory for salespeople and find out what steps are necessary for promotions or further opportunities. This will give you an idea of growth potential and how you can make the most of your time with the organization.

Questions About the Company

Company Culture

When joining a new company, it’s important to understand the culture in order to know if you fit in. During your sales interview, you can ask specific questions regarding the company’s culture to get a better understanding:

  • Can you describe the work environment here?
  • How does the company celebrate success?
  • What kind of training and development opportunities are there for sales professionals?

Company Growth and Success

As a sales professional, it’s crucial to understand the company’s growth and success. This knowledge may also significantly impact your long-term career prospects.

  • What has been the company’s most significant success in the past year?
  • How does the company set its sales goals?
  • Are there any challenges the company is currently facing that might affect its growth?

Product or Service Differentiation

In sales, differentiation is key. Understanding how a company’s product or service stands out from competitors is important to effectively positioning and selling the offering.

  • What sets your product or service apart from competitors?
  • How do customers typically respond to your product’s unique features or benefits?
  • Can you share some success stories of how your product or service has made a difference for clients?

Asking About the Team

Team Structure

When interviewing for a sales position, it’s important to ask about the team you’ll be working with, because gaining an understanding of how the team is structured will help you visualize your role within the organization. Some example questions you could ask include:

  • How is the sales team organized (e.g. by region, product, or vertical)?
  • What are the different roles within the team?
  • Are there opportunities for collaboration within the sales team?
  • How does the sales team interact with other teams in the organization (e.g., marketing, product development, customer success)?

Team Support and Resources

Equally important to team structure is knowing what resources and support will be available to you in your role. Be sure to ask about the resources offered by the company, as it will help you gauge whether you will have the necessary tools to succeed. Here are some example questions to ask about team support and resources:

  • What type of training and onboarding programs do you offer for new sales hires?
  • How does the company support continued learning and development in the sales team?
  • What tools and resources are accessible to salespeople (e.g., CRM, proposal software, marketing materials)?
  • How is the sales team coached and mentored to ensure each individual’s success?

These questions will allow you to assess if the company’s environment is one where you can learn, grow, and succeed as a sales professional.

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Learning About Sales Goals

During a sales interview, it’s essential to learn about the company’s sales goals. The questions you ask can demonstrate your interest in helping the company achieve its objectives. Here are some example questions to help you gather information about sales goals:

  • What are your top sales objectives for this quarter?
  • Can you share information on how the organization sets and tracks sales targets?
  • How often are sales goals evaluated and updated?
  • Do you offer any sales incentives or commission structures to motivate the team?
  • How does the company support professional development to drive sales growth?

Now, let’s break these questions down further.

  • Asking about the top sales objectives helps you understand the priorities and focus areas of the sales team. This is important to ensure that you can align your efforts towards these objectives.
  • Asking about how the organization sets and tracks targets allows you to understand the process and tools used in the company. If you’re familiar with the tools, you can discuss how you’ve used those to achieve results in the past. If not, it shows you’re willing to learn and adapt to their system.
  • Discussing the evaluation and updating of sales goals indicates your curiosity to continuously improve. This question also gives you insight into performance expectations and timelines.
  • When you ask about incentives and commission structures, you not only get a better understanding of your potential earnings but also learn about the company’s philosophy in motivating its team. This way, you can determine if their approach matches your expectations.
  • Understanding how the company supports professional development allows you to gauge their commitment to helping salespeople improve their skills. It also lets you know what types of training and resources might be available to you if you join the team.

Asking About Sales Processes

Lead Generation

It is important to understand the company’s lead generation strategy as it helps you gauge if your skills align well with their approach. Here are some example questions you can ask:

  • How does the company obtain new leads?
  • What tools and resources are utilized for lead generation?
  • How do you prioritize leads, and what’s the qualification process?
  • Are there any unique or successful methods employed for lead generation?
  • Can you provide any examples of successful lead generation campaigns?

By asking these questions, you can gain insights into the company’s overall lead generation process. This will help you assess if it aligns with your sales philosophy and if you are comfortable working with their systems.

Deal Closure

Closing the deal is a critical step in sales, and understanding the company’s methods for securing clients will be valuable to your success. Consider these questions to ask during the interview:

  • What is the company’s sales closing process?
  • What average closing rates have your salespeople achieved?
  • Are there any specific techniques or approaches that work best for closing deals in this industry?
  • How does the company support sales representatives in closing deals?
  • Can you provide examples of how your top sales reps have successfully closed deals?

Asking these questions not only shows your strong interest in the position but also allows you to determine the effectiveness of the company’s sales process.

Discussing Professional Development Opportunities

When attending a sales interview, it’s important to ask about the company’s approach to professional development: this will give you insight into their commitment to helping you grow in your career and improve your skills.

  • Can you tell me about the company’s approach to training and ongoing education for its sales team?
  • Are there opportunities for mentorship or coaching within the organization?
  • In what ways does the company support continuous learning and skill development?

Consider asking specific questions about the tools and resources available for professional growth. For example:

  • Are there any resources, such as workshops, seminars, or online courses, made available to the sales team to improve their skills?
  • Does the company have any partnerships with professional organizations or industry associations that provide additional opportunities for learning?

You might also want to inquire about career advancement and support within the company. This will help you understand what the future might look like for you in the organization.

  • Can you give me a sense of the typical career progression for someone in a sales role at this company?
  • What kind of support does the company offer when it comes to pursuing promotions or new opportunities within the organization?

Clarifying Expectations and Metrics

Performance Metrics

It’s essential to understand how your performance will be measured as a candidate in a sales position. You should ask about the key performance indicators (KPIs) that the company tracks. This will help you to set realistic goals and ensure your efforts are aligned with the company’s objectives.

  • What are the primary KPIs you use to evaluate sales performance?
  • Can you give me specific examples of goals or targets I would be expected to achieve in this role?
  • What percentage of your sales team currently meets or exceeds their targets?
  • Are there any recent changes in sales metrics or goals that I should be aware of?
  • How have your top-performing sales team members contributed to meeting these targets?

Feedback and Evaluations

It’s important to know how the company manages feedback and performance evaluations and how they will support your growth and development:

  • How often will I receive feedback on my performance?
  • What’s your process for conducting performance evaluations?
  • Do you provide any additional training or development opportunities for sales team members?
  • How do you handle less-than-ideal performance reviews and improvement plans?
  • Can you share some examples of career growth or development opportunities available for sales team members?

By asking these questions during your sales interview, you’ll be able to get a clearer understanding of what the company expects from you and how they will support your professional growth.

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Questions About Sales Tools and Technology

By asking questions about sales tools and technology, you show that you are a well-informed candidate who’s ready to leverage new and innovative solutions to help the company succeed:

  • What Customer Relationship Management (CRM) software does your company utilize?
    A CRM is an important tool for managing customer data and sales interactions. By asking about it, you can check if the company is using a popular and up-to-date system.
  • What are some of the most frequently used sales tools in your daily operations?
    This question helps you understand which tools are essential for the company’s sales process. It might refer to prospecting, lead generation, or analytics tools.
  • How does your company adopt new sales technologies?
    Sales technology is constantly evolving, so it’s important for a company to stay adaptable. This question can spark a conversation about the company’s process for evaluating and implementing new tools.
  • What type of sales enablement resources and training are available to help reps learn new tools?
    Training is essential for making the most of the available sales technology. Asking about enablement resources shows you’re eager to improve your skills and stay updated on the latest tools.
  • In your opinion, what sales technology or tools have had the most significant impact on the company’s performance?
    This question can provide insight into how much the organization values sales tools and the results they’ve achieved with them.

Questions Regarding Training and Onboarding

In this section, we’ll discuss a few smart questions you can ask during a sales interview to get important information about a company’s approach to training and onboarding.

  • What does the onboarding process look like for new sales representatives?
    This question shows your interest in getting up to speed quickly and efficiently. Ideally, a company should offer a structured onboarding process that provides a mix of training, company culture orientation, and assistance in setting goals and expectations.
  • What types of ongoing training and development opportunities are available to sales team members?
    The sales industry is always evolving, so it’s important to stay updated with new techniques and innovations. By asking about ongoing training, you demonstrate your commitment to staying relevant and learning, which is something that employers value.
  • How do you ensure new team members fully understand your products and services?
    This question is essential because you’ll want to make sure you can effectively represent the company’s offerings. A strong training program should include comprehensive product knowledge and provide opportunities to practice conveying this information to potential clients.
  • What resources and tools will I have access to enhance my skills and performance?
    Companies may offer tools and resources, such as e-learning platforms, workshops, or access to industry events, that can help you hone your skills and excel in your role.
  • Who will I work with during the onboarding and training process?
    Get a sense of your future working relationships by asking about the people involved in the onboarding and training process, such as a mentor or a manager. This can help you understand the company culture and the support you’ll receive.
  • What is the typical timeline for a new salesperson to become proficient in their role?
    Asking about the expected timeline for competency signals you’re results-focused and want a ballpark estimate of when you should start seeing success.
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Asking these questions during a sales interview not only demonstrates your eagerness to grow professionally but also helps you get a clearer picture of how a company invests in their employees’ development.

Understanding Sales Challenges

When preparing for a sales interview, it’s important to think about the specific challenges you might face in the role. This will not only give you a better idea of how to address those challenges, but will also demonstrate your initiative and keen understanding of the sales process. Here are a few smart questions to ask during your interview to gain insight into the difficulties you may encounter:

  • What are some common objections or hurdles clients usually have, and how does the sales team typically overcome them?
    This question not only shows your proactive thinking, but also allows you to discuss the company’s sales strategies and techniques for addressing objections. Make sure to take note of their answers and incorporate their methods into your own sales approach.
  • Can you provide an example of a particularly difficult sale that your team has faced, and how they were successful in closing it?
    By requesting a specific example, you’re showing your interest in understanding the sales process and learning from the experiences of your potential coworkers. Additionally, their response can give you an idea of how you might handle a similar situation.
  • How does the company support the sales team in keeping up with industry trends or changes in client preferences?
    This question emphasizes your desire to stay informed and adapt to any shifts in the marketplace. Asking about the resources available for professional growth, such as training or conferences, displays your commitment to staying up to date in your field and improving your skillset.
  • What is the typical ramp-up time for new sales hires, and what strategies are in place to help them reach their full potential?
    This question addresses the learning curve you might face as a new sales hire and demonstrates your eagerness to become a productive team member as soon as possible. Understanding the company’s onboarding process and support structure will give you an idea of what to expect in your initial months on the job.

Asking thoughtful, targeted questions about the challenges and strategies employed by the sales team will not only show your genuine interest in the role, but will also provide valuable information that can help you effectively navigate your new position.

Sales Success Stories

When attending a sales interview, it’s important to have a few sales success stories in your pocket: showcasing your ability to meet and exceed sales targets can make a significant difference.

Think about your most successful sales deals, or instances where you turned a challenging situation into a victory. Make a list of these stories, ensuring they cover the following points:

  • The client or industry you were dealing with
  • The challenge or problem you faced
  • The actions you took to address the challenge
  • The results you achieved (increase in sales, new clients, etc.)

As you share these stories, be sure to emphasize the skills that contributed to your success. Whether it’s your exceptional interpersonal abilities, your problem-solving skills or your perseverance, highlighting these traits will showcase how you can be an asset to the company you’re interviewing with.


Posted in: Job Interview