Sales Interview Questions

Since sales can be specifically measured, you need to prepare for sales interview questions that are going to focus in on the results you've produced.

You might argue that relationship building skills are what drive success in the sales profession. And you might be right. Questions related to your skills in this area, which are fairly easy to answer, lend more insight into your ability than what your YTD results have been.

But, I can tell you that I've never interviewed a top sales professional who did not know their numbers. Not just for this year. But for last year, and the year before that!

The most successful sales people I've met have all been numbers driven. Not at the expense of the customer relationship, but their focus on results never waivers.

Be prepared to be grilled on your metrics. Review our tips below and ace your next job interview.

The Sales Interview: What to Expect

Interviewing for a sales position is like interviewing for any other position - except, with sales, hiring managers can get very specific about your results. Good interviewers will be asking about the following:

• Revenue generated by you in the last fiscal year
• % of revenue coming from new business (i.e. new accounts) vs. repeat business from existing clients
• YTD results
• Compare this year vs. last year
• Average deal size
• Average customer size
• Sales cycle - how long does it take to close a deal
• Your role in the sales process vs. others on your team
• Results vs. quota
• Sales awards - President's Club, Chairman's Circle, etc.

Be prepared to address any shortfalls in your performance. If your track record is consistently under quota, what factors are influencing your results? How does your performance compare to your peers?

Some companies are notorious for setting quotas at unrealistic levels - so no one in the sales organization can achieve them. Other companies continuously raise the bar for star performers in order to play games with commission structures. In short, sometimes there are reasons for below quota performance. Make sure you address any issues in a way that does not bash your current/former employer! Take judgment out of the equation - just report the facts!

Be prepared for sales interview questions that are directed to results, and you'll be prepared for even the toughest interviewer. Guaranteed!

For more information on how to get ready for an interview, see our section on Preparing for a Job Interview. You'll find some great advice on how to stand out from the crowd!