7 Questions to Ask When Interviewing Sales Reps
Published on Nov 30, 2015
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Interviewing Sales Reps
7 Questions to Ask Before Hiring A Salesperson
Interviews are an opportunity to see which sales candidate is the best fit for your company and for the position.
Asking candidates specific questions about their skills, job experience, and career ambition will help you match a candidate’s qualifications with your current opportunity.
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We listed 7 key questions that are designed to help you quickly find your ideal sales candidate and narrow down who is a fit, and who's not.
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1. What are you looking to do next in your career?
The candidate's career ambitions should line up with the current opening and potential future opportunities at the company.
2. Describe your current territory (how many accounts, the type of accounts, geographic area).
The volume and type of accounts have a tremendous impact on reps’ activity on a daily basis. It will be key to try to find candidates with a similar territory environment.
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3. What prospecting approaches and strategies do you use?
The answer to this question will provide some insight into how a salesperson is able to perform and make their numbers on a daily basis. Are they aggressive? Do they cold call?
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4. What are you currently selling and what have you sold in the past?
Asking a candidate about what they are currently selling and have sold in the past will help you determine if their skill set is in the range of your product.
5. What is your average deal size and sales cycle?
Finding out the average deal size and sales cycle of a sales rep will also help you match applicable experience level with what you want to hire. Are they used to closing deals in a month to three months maximum? Or are they dealing with a strategic sale that takes one to two years with a very large deal price?
6. What kind of selling system are you using?
This question will help you learn how much training or ramp up time the sales candidate will need and what kind of adjustment they will have to make.
7. Describe in detail how you organize your time?
In today’s world, sales reps need to be organized in order to be successful. It’s very important to get examples of how a sales candidate is organized and is able to self manage themselves.
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These are fundamental questions to ask during sales interviews, but they should also be tweaked for every position, based on different requirements.
Asking these questions during the interview process will help quickly narrow down who is a fit, and who is not a fit.
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