As a sales recruitment agency, we know hiring the right person to add to your sales staff is challenging. There is only so much you can surmise from a person’s resume. But where you can really start to get a better grasp of a sales job candidate is during the interview process. That is if you ask the right questions. The quality of the questions you ask will affect the quality of the information you get from the candidate. So, choose your questions wisely.

To help you with question selection, our sales recruiters have put together the following list of 20 interview questions to ask when hiring sales staff. Take a look at this list and see how many of these questions you’re currently using.

1.       How do you handle rejection and failure in sales? Can you share an example of a challenging sales situation you encountered and how you managed it?
2.       Describe a time when you had to deal with a difficult client. How did you maintain professionalism and turn the situation around?
3.       In a highly competitive market, how do you differentiate yourself and your product/service from the competition?
4.       How do you set and prioritize your sales goals? Can you discuss a time when you had to adjust your sales strategy to meet a specific target?
5.       Walk me through your sales process, from prospecting to closing. What steps do you take to ensure a successful sale?
6.       Give an example of a sale that you pursued for a long time but ultimately did not close. What did you learn from the experience?
7.       How do you handle objections from potential customers? Can you share a recent example and how you overcame it?
8.       Tell me about a time when you had to work with a challenging team member or cross-functional partner to achieve a sales goal. How did you handle the situation?
9.       How do you stay motivated during slow periods or when facing tough sales targets?
10.   What strategies do you employ to build and maintain long-term relationships with clients?
11.   Describe a complex sales deal you successfully closed. How did you navigate the complexity and secure the sale?
12.   How do you use data and sales analytics to inform your sales strategies and decision-making?
13.   Give an example of a time when you had to negotiate a deal with a tough client. How did you approach the negotiation to reach a win-win outcome?
14.   Describe a situation where you had to adapt your sales pitch to cater to a specific customer’s needs and preferences.
15.   How do you handle situations where the customer is interested but hesitant to make a purchase? How do you close such deals effectively?
16.   Tell me about a time when you had to deal with unrealistic sales targets. How did you manage expectations while maintaining performance?
17.   How do you ensure that you stay up-to-date with industry trends and changes in your target market?
18.   Can you share an example of when you had to handle a dissatisfied customer? How did you resolve the issue and retain their business?
19.   Describe a situation where you had to work under pressure to meet a tight sales deadline. How did you manage your time and resources effectively?
20.   How do you handle situations where a potential client is not a good fit for your product or service? How do you gracefully decline the opportunity without burning bridges?

These questions should help you assess a sales candidate’s experience, skills, and ability to handle challenging scenarios in a sales role. How many of them you do use?

More Sales Recruiting Tips

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SalesForce Search is a sales recruitment agency that specializes in hiring sales rockstars. Hiring top salespeople is tough. Only 55% meet their quota. Our proactive approach recruits talented salespeople before they hit the market. As North America’s leading sales headhunter we recruit salespeople in every sector of the economy including, software, manufacturing, financial services and medical devices. To find your next sales rockstar, start your search here. Did you know SalesForce Search is an IQ PARTNERS company?