15 Common Sales Representative Interview Questions and How to Prepare

Sales representatives work directly with customers in B2B or B2C sales. They close sales and maintain positive relationships with customers making it imperative that organizations hire sales representatives who can act as productive ambassadors for the company. They'll promote the company's brand while driving revenue and fostering long-term customer loyalty.

Sales representative interviews help employers assess your proficiency in skills key to the position, from negotiation and critical thinking to relationship management and interpersonal skills. To succesfully enter this role, practice relevant interview questions to help you feel more confident and equipped to showcase your skills and to stand out as a potential candidate.

Common sales representative interview questions

During a sales representative interview, prepare to respond to a series of behavioral interview questions and situational scenarios that will evaluate your ability to sell products or services. Be sure to showcase your qualifications and how you can add to the company's success. Certain interviewers might provide role-playing scenarios that mimic real-world sales interactions to assess how well you can think quickly and adapt on the spot. 

To address sales interview questions effectively, try the STAR method (situation, task, actions, and results) answering technique: 

• Situation: Provide examples of a specific situation when you demonstrated your skills, knowledge, experience, qualifications, etc. 

• Task: Identify the task you encountered. 

• Actions: Outline the actions you took in that task to achieve results. 

• Results: Describe the results of your actions. 

Prepare for your job search by understanding the strategies for interviewing with the Interviewing and Resume Writing in English Specialization on Coursera:

1. Tell me about your sales experience and achievements.

What they’re really asking: Are you able to meet sales targets and contribute to the success of this organization? 

When the interviewer asks about your sales experience and achievements, they’re looking to better understand your history in sales, your ability to meet or exceed targets, and how you’ve contributed to the success of previous teams or organizations. They’re also assessing your confidence in discussing your accomplishments and how your experience aligns with the role. 

Include tangible ways your achievements contributed to the success of the company. Quantifiable experiences and achievements to discuss include promotions and awards, the amount of sales or rate you grew sales within a specific time, and the number of accounts you successfully managed. 

Other forms this question might take: 

• "Can you walk me through your previous sales roles and successes?"

• "Can you share an example of a major sale you closed and how you accomplished it?"

2. What is your sales strategy?

What they’re really asking: Does your sales strategy align with our company’s sales goals and market? 

When an employer asks about your sales strategy, they’re evaluating your approach to the sales process, including how you identify prospects, build relationships, close deals, and meet targets. They’re also looking for insight into your adaptability as a sales rep. 

Often when asking about your sales strategy, interviewers use role-playing exercises like "Sell me this pen" scenario to assess your sales skills. The approach helps hiring managers evaluate your abilities and identify any concerns. Regardless of what you're asked to sell, stick to the core principles of your sales process to demonstrate your expertise.

Other forms this question might take: 

• "How do you plan and execute your sales approach?"

• "How do you tailor your strategy to different customers or industries?"

3. How do you build rapport with potential clients?

What they’re really asking: How well do you handle the relationship-building of the sales process? 

Employers need to assess and understand your ability to connect with clients, establish trust, and build relationships that lead to successful sales. These interpersonal skills play a vital role in retaining and attracting customers. 

Highlight your experience in customer service and direct customer interactions. It's important to discuss strategies you use to develop and maintain relationships with clients, some questions to answer in your response include:

• How do you communicate with customers?

• How do you meet the individual needs of customers?

• Did you navigate a challenging situation with professionalism?

Include these examples and explain in detail your specific approach to maintaining relationships with clients. 

Other forms this question might take: 

• "What techniques do you use to establish trust with clients?"

• "Can you give an example of how you’ve built rapport with a challenging client?"

4. Can you describe your sales process from start to finish?

What they’re really asking: Can you effectively navigate each stage of the sales process?

Companies want a detailed understanding of how you approach the entire sales cycle, from prospecting to closing. In asking questions about your sales process, they’re evaluating your organizational skills, methodology, and ability to navigate each stage of sales. 

Take this as your chance to discuss your core sales skills and explain how your sales process aligns with the company. Outline your sales process step by step. Reflect on why you use certain methods, noting shifts from past strategies. Share tactics that led to major successes, demonstrating the effectiveness of your approach. Finally, show how your sales process aligns with the company’s existing system, focusing on how your methods can enhance their team’s efforts.

Other forms this question might take: 

• "How do you manage the sales pipeline?"

• "What steps do you take to move a lead through the sales funnel?"

Read more: 10 Sales Strategies That Work for Any Organization

5. How do you handle objections and rejections?

What they’re really asking: How do you maintain motivation despite rejection?

Interviewers need to assess your resilience, problem-solving skills, and ability to stay composed under pressure. They’re evaluating how you turn objections into opportunities and if you take rejections personally or get defensive. A quality response includes specific steps you take to handle objections and turn those objections into opportunities. 

Explain your objection-handling strategy by preparing a list of common objections, with how you handle each scenario. Scenarios might include:

• “Sorry, I don’t have time right now.”

• “This is not my decision to make.”

• “We already have a solution.”

• “We don’t have the budget for that.”

Take one scenario to demonstrate your objection-handling strategy. For example, you can explain how you handle objections with a question. Questions help you gather information, clear up any miscommunications, and get to the true cause of the problem so you can respond to the real issue and offer your product/service as the solution. Make sure your personality stands out. A big part of handling rejection is how you communicate, not just what you say.

Other forms this question might take: 

• "How do you respond when a client pushes back on your pitch?"

• "Can you give an example of a time you turned a rejection into a sale?"

6. What is your motivation for sales?

What they’re really asking: How do you stay motivated in the high-pressure, goal-oriented sales environment? 

Interviewers asking about your motivation want to understand what drives your passion for sales and how you stay motivated professionally and personally. They’re assessing whether your personal motivations align with the company’s values and sales objectives. 

Explain when you motivated yourself to overcome a challenge, focusing on your strengths. Examples include developing new skills, creating or improving new processes, leading a team, or meeting challenging goals and deadlines. Ensure your examples and responses align with the position and company’s values. 

Other forms this question might take: 

• "What keeps you driven to achieve sales targets?"

• "Why did you choose a career in sales?"

7. How do you prioritize leads and manage your time effectively?

What they’re really asking: How do you balance multiple tasks to maximize productivity and sales success? 

The interviewer wants to evaluate your organizational skills and ability to prioritize high-potential leads and manage your time as a sales rep. Offer specific examples of how:

• You plan your day

• Adjust priorities

• Meet deadlines

• Maintain a healthy work-life balance

Describe tools or techniques you use to manage your time and prioritize leads. For example, talk about prospecting tools (like LinkedIn Sales Navigator) and how you discover new leads, your method of lead scoring, or other sales pipeline tools. 

Other forms this question might take: 

• "Can you explain how you balance prospecting, follow-ups, and closing deals?"

• "What strategies do you use to ensure you’re spending time on the most valuable opportunities?"

8. What is your experience with cold calling and prospecting?

What they’re really asking: How comfortable and effective are you at reaching out to potential customers who may not know about your product or service?

When an interviewer asks about your experience with cold calling and prospecting, they determine your ability to generate leads, handle rejection, and convert prospects into opportunities. They’re also looking for insight into your comfort level when cold calling and if you understand the etiquette of cold calling. 

Explain your experience with cold calling in former sales roles, specific cold calling strategies you use, and how you acknowledge disclosure regulations when performing cold calls. 

Prepare to participate in a mock cold call. When you make a mock call, let the interviewer see how you build rapport and let your personality show through. 

Other forms this question might take: 

• "What’s your strategy for finding and contacting new prospects?"

• "Can you share an example of a successful cold call you made?"

9. Can you share an example of a successful sales pitch?

What they’re really asking: How do you tailor your pitch to your audience?

Interviewers want to see how you craft and deliver a sales pitch that effectively communicates value, addresses customer needs, and closes deals. By asking you to share a successful sales pitch on the spot, they’re evaluating your communication skills and ability to tailor your pitch to the audience. 

Respond to this question with a real example you’ve prepared ahead of time. Consider structuring your response in the following way: 

1. Introduce your sales pitch: Include specifics, like the target audience, and offer context and provide the purpose for the pitch. 

2. Explain your preparation process to deliver the pitch: Detail steps like researching the client prior to the pitch, outlining potential objections, and identifying pain points you identified. 

3. Present the main points of your pitch: How did you express the benefits of your product/service while addressing customer objections? 

4. Describe how you closed the pitch: Lay out your specific actions to close the sale. How did you maintain good rapport at the end of the pitch? 

5. Share the results: Note the measurable results of the pitch. 

Other forms this question might take:

• "Can you walk me through a time when your pitch sealed the deal?"

• "How do you adapt your pitch to different clients or industries?"

10. How do you handle pressure and meet sales quotas?

What they’re really asking: What strategies do you use to manage stress and stay productive?

Interviewers want to evaluate your ability to stay focused, maintain performance, and achieve sales targets under challenging conditions when they ask questions about the pressure of sales. 

Highlight your ability to stay organized, prioritize tasks, and maintain a positive attitude under pressure. Provide specific examples that demonstrate your resilience and commitment to meeting or exceeding sales quotas. You can also provide examples of times when you exceeded sales goals or achieved other accomplishments despite the high-pressure environment of sales. 

Other forms this question might take: 

• "Can you share an example of hitting a tough quota under pressure?"

• "How do you balance multiple responsibilities while ensuring you meet your sales goals?"

11. What is your experience with CRM software?

What they’re really asking: How familiar are you with CRM tools? 

Demonstrate your knowledge of CRM software by explaining how you use specific CRM tools in sales to manage customer relationships. Research the tools the company uses before the interview so you can focus on tools relevant to their needs. 

Explain your proficiency in CRM software to achieve tasks like streamlining sales processes and tracking performance. If you have limited experience with CRM software, consider enrolling in an online course to help you understand the basics. 

Other forms this question might take: 

• "Can you share an example of how CRM software helped you close a deal?"

• "What’s your experience in customizing or optimizing CRM systems for your workflow?"

12. How do you stay up-to-date with industry trends and competitor information?

What they’re really asking: How proactive are you in using up-to-date knowledge to adapt your sales strategies and stay competitive? 

Your response to questions about industry trends should reflect your commitment to staying informed about industry developments and your desire to learn about market changes and competitor activities. Employers want sales reps who take initiative and have passion for what they sell. Informed sales reps help the company stay competitive and help increase revenue. 

Some ways you can stay up with current trends: 

• Attending industry conferences or seminars on emerging trends

• Subscribing to industry publications 

• Engaging in professional development opportunities and networking events

• Enrolling in online courses 

Other forms this question might take: 

• "Can you share an example of how staying informed has helped you in a sales situation?"

• "What’s your approach to staying current with changes in your industry?"

13. What is your understanding of our company's products or services?

What they’re really asking: Have you researched our company and do you understand our products or services? 

As a sales representative, it's essential to have a thorough understanding of the products or services you sell. Interviewers ask this question to assess the effort and initiative you've shown in preparing for the role.

Explain why you want to work for the company and how you think you can help it succeed. Weave in your own values and how you approach sales in relation to the company’s sales philosophy. 

Remember, they’re gauging your interest in the role and assessing if you’re a good fit for their company. Aligning your values with the company’s values helps confirm you’re a good fit for the position.

Other forms this question might take: 

• "Why do you think our products or services are valuable to clients?"

• "Can you explain how you would pitch one of our products or services?"

14. How do you collaborate with other team members to achieve sales goals?

What they’re really asking: How well do you communicate, coordinate, and foster a collaborative environment? 

Sales reps work as part of a sales team so it’s important potential candidates work well with others. Interviewers want to know how well you work with coworkers to drive results, share insights, and contribute to the team’s success. 

Highlight your perspective on teamwork, the unique value you bring to a sales team, and your approach to balancing individual responsibilities within a group. Share examples of successful collaborations where your teamwork contributed to closing a deal.

Other forms this question might take: 

• "Can you share an example of a successful collaboration?"

• "What’s your approach to sharing leads, strategies, or feedback with colleagues?"

Read more: Important Teamwork Skills and How to Improve Yours

15. What questions do you have for me?

What they’re really asking: How interested and engaged are you in landing this position?

Avoid saying “no” to this question. The interviewer wants to see if you’ve prepared thoughtful questions about the role, company, or team, showing your genuine interest and engagement. 

Have a list of about 10 questions prepared. Choose two or three that ask about topics you’ve not yet discussed. Sample questions include: 

• Can you tell me about recent achievements and challenges of the company? 

• What short- and long-term goals do you have for me in this position? 

• What does a typical day look like in this position? 

• What are some ways you support your sales reps and sales teams? 

Take this opportunity to learn more about the position and demonstrate your interest in working at the company. Thoughtful questions show professionalism and engagement and help you leave a positive final impression. 

Other forms this question might take: 

• "Is there anything else you’d like to know about this position or company?"

• "Do you have any questions about our sales team or our sales goals?"

Sales representative interview tips 

Before your interview, it's crucial to research the company and understand the position you're applying for. Preparing will help you tailor your skills to the job and present yourself confidently. Some tips include:

• Research the company. Understand the company’s products or services, competitors, and target market. Visit the company’s website and social media channels like LinkedIn. Conduct a Google search to look for news stories, press releases, and industry trends involving the company. 

• Understand the position. Take time to review the requirements and responsibilities of the job and then tailor your skills to the position.

• Practice for the interview. Many sales rep interviews involve role-playing in addition to behavioral questions. Be sure to practice acting out and responding questions.

• Dress professionally. Remember to be confident and dress professionally for the interview.

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Read more: 11 Interviewing Skills to Benefit Your Career

Preparing for sales representative interview questions with Coursera

A successful sales representative interview plays a crucial role in the hiring process and can set you apart from other candidates—showcasing your skills, experience, and potential to contribute to the company’s success.

If you're interested in becoming a sales representative, enroll in an online course to help you review the basics of sales and add credentials to your resume. The Salesforce Sales Development Representative Professional Certificate on Coursera can help you develop sales strategies, prepare a professional portfolio, and learn selling methodologies. Upom completion, gain a shareable certificate to include in your resume, CV, or LinkedIn profile.