25 Sales Interview Questions to Recruit Superstar Reps

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Download 25 Sales Interview Questions to Recruit Superstar Reps


  • 1. The 25 Best Sales Interview Questions To Recruit Superstar Reps
  • 2. Sales hiring can be tricky.
  • 3. Sales representative is the second- most difficult position to fill in 2015.* *ManpowerGroup Talent Shortage Survey, 2015
  • 4. Don’t fret...
  • 5. Sales representative is the second- most difficult position to fill in 2015. …These 25 interview questions will help you hire the best of the bunch.
  • 6. What’s your opinion of the role of learning in sales?1
  • 7. Look for candidates who are life-long learners, which is becoming increasingly important in sales.
  • 8. How do you keep up-to-date on your target market?2
  • 9. Candidates should be able to to find and keep up-to-date with relevant industry content.
  • 10. 3 Explain something to me.
  • 11. This technically isn’t a question, but tests if your candidate is innately helpful.
  • 12. What’s worse: not making quota every month or not having happy customers?4
  • 13. Depending on company goals, either could be right. But beware of reps who value quota more than customer needs.
  • 14. 5 How would you approach a short sales cycle differently than a long one?
  • 15. Short cycles require closers. Longer sales cycles need a more tailored approach. Reps should know the difference.
  • 16. When do you stop pursuing a client?6
  • 17. In general, the more persistent and tenacious reps are, the better.
  • 18. 7 What kind of customer are you most comfortable selling to?
  • 19. Make sure their answer is related to the buying process, not an arbitrary demographic.
  • 20. What’s your least favorite part of the sales process?8
  • 21. Make sure their least favorite step isn’t the most important part of your process.
  • 22. 9 What motivates you?
  • 23. Think about your company culture. If you emphasize teamwork, “competition” may not be the best answer.
  • 24. What is your ultimate career aspiration?10
  • 25. If a candidate’s goals can’t be met at your company, you might be interviewing again sooner than you’d like.
  • 26. 11 What are three adjectives a former client would use to describe you?
  • 27. Listen for synonyms of “helpful” – sales is becoming increasingly consultative.
  • 28. Like these questions?
  • 29. You ain’t seen nothin’ yet! We’ve got plenty more sales tips and tricks up our sleeve.
  • 30. For even more great sales content, subscribe to the HubSpot Sales Blog today.
  • 31. For even more great sales content, subscribe to the HubSpot Sales Blog today. You’re only a click away! >>
  • 32. How do you keep a smile on your face during a hard day?12
  • 33. Observe how the candidate handles rejection. Do they bounce back quickly?
  • 34. 13 Why do you want to be a salesperson?
  • 35. Commission checks -- while part of the allure of sales -- is not the ideal answer.
  • 36. Have you ever had a losing streak? How did you turn it around?14
  • 37. Slumps are part of the job. What did they learn from their last losing streak?
  • 38. 15What do you think our company/sales organization could do better?
  • 39. This question reveals if a candidate did their research, and whether they’re creative.
  • 40. In your last role, how much time did you spend hunting or farming, and why?16
  • 41. Beware of candidates who can only hunt or farm. Both skills are vital to selling well.
  • 42. 17 How do you handle customer objections?
  • 43. “I wing it” isn’t a good answer. Preparation and process are crucial to overcoming prospect objections.
  • 44. Have you asked a prospect why they didn’t buy? What did you learn?18
  • 45. Salespeople who learn from both their failures and their successes are valuable hires.
  • 46. 19 What role does social media play in your selling process?
  • 47. If the candidate hasn’t used social media before, make sure they’re willing to learn.
  • 48. What role does content play in your selling process?20
  • 49. Like social media, candidates who don’t already engage with content should want to start doing so.
  • 50. 21 How do you research prospects? What information do you look for before calls?
  • 51. Ensure that candidates use LinkedIn to find information on prospects so they can tailor communication.
  • 52. Have you ever turned a prospect away? If so, why?22
  • 53. Make sure candidates are comfortable turning away prospects that aren’t a good fit.
  • 54. 23 What are some of your favorite questions to ask prospects?
  • 55. Open-ended questions that help reps thoroughly understand prospects’ needs are as good as gold.
  • 56. What’s your take on collaboration within a sales team?24
  • 57. Collaboration makes for a good work environment and improves knowledge sharing.
  • 58. 25 If you were hired, what would you do during your first month?
  • 59. Their plan doesn’t have to blow you away. But if they have one at all, you have a self-starter on your hands.
  • 60. Did you find these questions helpful?
  • 61. There’s plenty more where that came from.
  • 62. For even more great sales content, subscribe to the HubSpot Sales Blog today!
  • 63. For even more great sales content, subscribe to the HubSpot Sales Blog today! You’re only a click away! >>
  • 64. Thanks for reading!
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