40 Sales Interview Questions: Why Employers Ask Them, And How To Answer

At Uvaro, our goal is to prepare you to excel in one of the most competitive fields in the software industry: sales. (Don't worry: We add tons of prep for sales interview questions and answers). Without the right sales team working together as one unit, any company will struggle to grow revenue and build chemistry among employees.

In our experience, temperament under pressure and the ability to coordinate complex tasks with co-workers may mean more to an employer than product expertise. While it's difficult to anticipate every question that a hiring manager may ask during an interview, we teach our graduates many tactics to make a great first impression.

Specifically, one of those manoeuvers is to know why an interviewer asks specific questions in the first place, so here are the top 40 questions you should prepare for ahead of time.

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Guaranteed To Get Asked Questions

1. Tell me about yourself?
2. Why do you want a job in sales?
3. How do you deal with sales targets?
4. Can you tell me about a time when you lost a sale?

General Sales Interview Questions

5. How would you describe your sales experience?
6. How do you stay up-to-date on your target market?
7. Explain a concept to me?
8. What techniques do you use to research a prospect? What's the essential information to know?
9. If we hire you for this position, what would you think you'll do in the first month?
10. How do you think our company could be more successful?
11. How do our company and products satisfy the customer?
12. What's something you've learned on your own lately?
13. What are the top three questions you ask when speaking with clients?
14. Can you walk me through how you learn about new technology?
15. How do you usually go about organizing your day?
16. How do you approach long sales cycles and short sales cycles?
17. When do you usually stop communicating with a prospect?
18. What do you do to smile during a hard day?
19. Have you ever had to disengage with a prospect? If so, why?

Situation-based sales interview questions

20. Have you ever endured a long losing streak? If so, how did you recover?
21. Have you ever asked a prospect why they didn't buy a product? If so, how did you handle it?
22. Can you explain how you handle difficult prospects and how you eventually won the sale?
23. How would you plan to exceed expectations in this role?
24. What's your approach to handling customer objections?
25. How do you leverage customer stories and use them in your sales process?
26. How would you explain complex software to a prospect who is not as well-versed in technology?

Culture-based sales interview questions

27. What's worse: not making a quota every single month or not having happy customers?
28. What motivates you?
29. How do you balance work and life?
30. What is your main career goal?
31. What's your approach to working within a sales team?
32. Are you most comfortable selling to specific prospects? If so, why?
33. What are your thoughts on the role of learning in a sales job?
34. Can you name three adjectives a former boss would use to describe your work ethic?
35. Can you tell us about the culture at your last company?
36. What are you looking for in a sales manager, and why?
37. What core values do you think you need to succeed?
38. Can you tell me the best memory you have of a sale that you won?
39. How should a commission plan be structured?
40. Would working remotely from the team pose any challenges?

The guaranteed-to-get-asked” questions

Without a doubt, most interviewers will open with these inquiries. How you answer will dictate how an interviewer perceives your ability to "think on your feet" when faced with a complicated, slightly personal or uncomfortable situation.

1 – Tell me about yourself?

Interviewers mostly ask this question to see how you'll "sell" yourself. The reason is that talking about yourself – and your career goals – should be the most straightforward question of all, compared to what a client could ask out of the blue.

The idea is to watch how you frame your introduction and then steer the conversation to your strengths and achievements. What you perceive as supreme confidence may come off as arrogance to an interviewer, so they have to decide whether or not you're genuine.

A good answer:

• Connects your present role, past experience and future with the company
• Is succinct, relevant and clear (resist recounting every detail of your career)
• Keeps things positive, focusing on your strengths and accomplishments

Recommended Reading: Tell Me About Yourself | Sales Interview Edition

2 – Why do you want a job in sales?

Certainly, an employer will assume that you have a financial motivation to seek a sales job, but they won't know why you choose this career path over others. Sales is a competitive field, so the interviewer will want to know what motivates you when you're not earning any commissions.

Generally, the most successful salespeople know precisely why they choose this job in the first place – and stick with it for the long haul. It's about more than making money or career ambitions.

A good answer:

• Lays out your motivations and passions with honesty
• Ties in real experiences that demonstrate those motivations and passions
• Shows you understand what a job in sales really takes

Recommended Reading: Why Sales? Answers and Examples for This Common Interview Question

3 – How do you deal with sales targets?

Success in sales demands that you stay agile and expect setbacks every once in a while. Every sales professional has had to pivot their approach at some point to reach their sales targets.

An interviewer will want to determine how you’ll adjust and stay flexible under pressure without losing sight of the end game: your sales targets.

A good answer:

• Shows you know your numbers – quotas hit, goals reached, etc.
• Provides a real-life example of your composure and problem-solving skills
• Highlights the recovery more than the setback

Recommended Reading: How Do You Deal With Stressful Sales Targets?

4 – Can you tell me about a time when you lost a sale?

Every sales professional loses a sale eventually. There's no such thing as a flawless sales record, so an interviewer will need to know how you respond to adversity and disappointment.

The bottom line is this: not every client you work with will respond positively to your sales techniques. Employers want to know that you won't get discouraged by an ordinary setback.

A good answer:

• Openly accepts that a sale was lost and why you lost it – without excuses
• Showcases your sales strategy, persistence, follow-through, and resilience
• Ends on a positive note with a new opportunity or lesson learned

Recommended Reading: 5 Productive Ways To Handle A Lost Sale

Take It To Go!

Guaranteed-To-Get-Asked Sales Interview Questions

General sales interview questions

Now that we've gone over the basics, we'll move on to the most common general questions during an interview.

5 – How would you describe your sales experience?

Again, the context of this question won't necessarily matter as much as how you answer it. You may not have any sales experience to use an example, but you can still answer the question effectively.

An interviewer wants to see how you're going to pitch yourself and pivot between questions that require different angles.

A good answer:

• Uses realistic examples from past roles – like turning a no” into a yes”
• Is specific about the results of your work and your tangible achievements
• Also highlights your soft skills, like empathy and active listening

TIP: If you don’t have direct experience in a sales role, that’s okay! Be up-front about it, show what you’ve learned about the field, and tie in related skills you’ve picked up over your career.

6 – How do you stay up-to-date on your target market?

Success in sales demands that you constantly educate yourself on the details and quirks of your target market. The fact is that people's buying habits change, and sometimes, they can change abruptly.

An employer will want to know that you can keep up with the pace of the industry, and that you won't need any hand-holding when new technologies hit the market.

A good answer:

• Mentions specific resources like blogs, courses, industry publications, etc.
• Outlines your learning routine, including how and how often you do so
• Shares some of the insights you’ve learned through your self-education

7 – Explain a concept to me

This question is another way for an interviewer to see how you'll introduce something to a client that they may not know about. For instance, what if you're selling a cloud-based remote learning platform, but the prospect doesn't know anything about the technology or how much they could save in costs?

In this situation, an employer will want to know that you can break down complex concepts in easy-to-digest bites by putting the bottom line up front.

A good answer:

• Keeps the explanation concise and relevant – no unnecessary tangents
• Uses terminology that’s easy for a beginner to understand
• May include an analogy or metaphor to help build a connection

8 – What techniques do you use to research a prospect? What's the essential information to know?

The reason an interviewer asks this question during a sales interview is simple: they want to know that you can work on your own without someone micromanaging your every move.

In our experience, we've seen some sales require deep statistical research to earn the trust of technically sophisticated clients. An employer wants to be confident that you're not going to get overwhelmed when researching a market's complexity.

A good answer:

• Highlights your familiarity important prospecting tools like LinkedIn
• Shows you research prospects on a personal, professional and company level
• Demonstrates how you weave that research into a sales conversation

9 – If we hire you for this position, what would you think you'll do in the first month?

Again, the context of this question doesn't matter as much as why you have to answer it. Often, our emotional reactions are instinctual, so the interviewer is determining how you'll respond to a favorable situation.

Will you be too excited or not excited enough? An employer likely wants to see that you handle good news with poise, keeping your feet on the ground and head out of the clouds.

A good answer:

• Is reasonable and attainable considering your experience and the timeframe
• Has a starting point, an end goal and actionable steps in between
• Shares examples of times when you’ve adjusted quickly or transitioned successfully

TIP: If you’re new to sales, you’ll want to show you can get up-to-speed quickly. Your first month might be spent learning from more experienced colleagues, asking lots of questions and introducing yourself around the company, for example.

10 – How do you think our company could be more successful?

Another part of a sales job is giving constructive criticism without coming off as too negative. We like to teach our graduates the value of staying positive at all times in an interview.

An employer wants to know what you think the company could do better: they can tell if you'll bring a fresh perspective to the team.

A good answer:

• Speaks to your research on the company’s structure, values and market
• Focuses on the solution to – rather than the cause of – the problem
• Talks about the part you’ll play in the solution

11 – How do our company and products satisfy the customer?

Along those lines, a lucrative sales position requires that you know what you're talking about. Part of your repertoire needs to be the essential benefits of the company's product.

An employer wants to see that you took the initiative and researched the product you'll sell before you even stepped into the office. It shows you care about giving accurate information to clients, not bland sales pitches that rarely work.

A good answer:

• Speaks to your research on the company’s products, services and customers
• Focuses on the customer’s pain points and needs rather than your own
• Mentions multiple use cases to show you understand different customer needs

12 – What's something you've learned on your own lately?

During our sales boot camp, we stress the value of continuous education about products and customers.

Buying patterns change over time, new technologies arise, and there's no telling what information will be helpful when closing a contract. An interviewer wants to see how you approach self-learning and which methods you used to gain that knowledge.

A good answer:

• Keeps it short but goes into enough depth to demonstrate that you’ve thoroughly learned
• Talks about how you’ll use that learning in the future
• Touches on your learning strategies – how do you learn best?

13 – What are the top three questions you ask when speaking with clients?

Sales techniques differ based on how the relationship goes with a client. There will be moments when you need to rely on instincts, but at other times, your training and education will work best.

Employers want to know that you can be flexible and adjust your methods client-to-client, especially when under pressure. They won't know if you're good at it until they dig into how you approach problem-solving.

A good answer:

• Prioritises questions that determine whether a prospect is a good fit
• Explains the rationale behind picking these questions
• Stresses the importance of tailoring your response to a client’s answer

14 – Can you walk me through how you learn about new technology?

Through all of these questions, the common thread is that an employer needs to determine whether or not you can learn about a product or market on your own without micromanaging.

In our experience, what you learned is less important than the methods you used to gain that knowledge – and mainly, the lessons learned afterward that apply to sales.

A good answer:

• Gives a specific example of a technology you’ve learned about recently
• Walks through the steps you take and the resources you use to learn
• Talks about what you’ve achieved as a result of learning that technology

15 – How do you usually go about organizing your day?

Sales is a career like others because it requires supreme organizational and time management skills. Not every applicant will have the same proficiency in the workplace, especially when communicating with the sales team.

An employer needs to see what tools and tactics you'll use to come up to speed and keep pace with your colleagues without too much onboarding and lengthy training.

A good answer:

• Focuses on strategies and tools that improve your day-to-day productivity
• Includes how you handle the unexpected
• Shows how you prepare ahead-of-time rather than at the last minute

Take It To Go!

General Sales Interview Questions

Situation-based sales interview questions

Now, we get to the meat of the interview. These situation-based interview questions are some of the most important you'll answer in your entire career.

16 – How do you approach long sales cycles and short sales cycles?

First, an interviewer wants to see if you can tailor your sales approach to both scenarios. Depending on the company, you might have several different products, and each may have its own cycle.

Interviewers want to see if you're aware that long and short sales cycles require different strategies. If you don't know that they're different, it may hurt your chances of employment in the long run.

A good answer:

• Explains the differences between short and long sales cycles
• Highlights how you would use your strongest skills in each scenario
• Ties it back to the way you might sell the company’s products

17 – When do you usually stop communicating with a prospect?

Success in a sales job depends on not giving up when prospects express reservations. After all, it's only natural to be skeptical of a sales pitch. The general idea of this question is to see how tenacious you are while still respecting a prospect's comfort level after repeated contacts.

At Uvaro, we teach our graduates when to stop pursuing clients and avoid using hard” sales tactics.

A good answer:

• Establishes a clear line between perseverance and pushiness
• Shows you recognise signs that prospects aren’t likely to buy
• Puts a limit on the number of attempts before you waste too much time

TIP: While each product and industry is different, most sales take five follow-up calls to close – and 60% of customers will say no” four times before saying yes”. Some experts suggest the sweet spot is somewhere between six and eight attempts to contact a client before moving on.

18 – What do you do to smile during a hard day?

This question is all about seeing whether you can maintain a positive attitude when things go wrong. If sales were an easy discipline, anyone could do it.

When faced with adversity, a salesperson's disposition can derail a deal that's nearly closed but not yet completed. Employers need to see that you're going to approach setbacks with a positive mindset, not an adverse, knee-jerk reaction.

A good answer:

• Defines what a hard day” means to you (with an example)
• Shares one or two stress-busting strategies you use to keep moving
• Explains important lessons you’ve learned from your bad days

19 – Have you ever had to disengage with a prospect? If so, why?

In sales, it's a mistake to assume that a product is a good fit for each prospect. Sometimes, the ethical choice is to suggest that they turn elsewhere because the last thing you want to do is push a product that won't work for the client.

Employers need to see how you'll respectfully handle this particular situation and why you chose to turn the prospects away. Even though the product wasn't right for the client, that doesn't mean that their positive experience won't lead to referrals from new prospects.

A good answer:

• Acknowledges that sometimes it’s okay to turn prospects away
• Highlights what makes a customer a good fit – and what doesn’t
• Talks through what you’d say to a prospect in this situation

20 – Have you ever endured a long losing streak? If so, how did you recover?

Sales jobs come with peaks and valleys – ups and downs – from time to time. That’s why we teach our graduates that it's vital to never approach sales with a rigid formula for success.

Interviewers need to see whether you can push through hard times and dig yourself out of a rut on your own. Persistence in the face of adversity is part of the job.

A good answer:

• Is honest about your slumps. Everyone has them!
• Focuses on specific strategies you used to keep moving forward
• Recaps what your losses taught you, and how you’ve used them to improve

21 – Have you ever asked a prospect why they didn't buy a product? If so, how did you handle it?

At the beginning of any career, you're going to make mistakes. In sales, prospects are going to walk away at times, and you're going to wonder what went wrong.

The natural thing to do is move on to the next client, but employers want to see that you're going to learn from your mishaps and don't repeat mistakes. Often, a simple question or two is all it takes to determine how to improve.

A good answer:

• Covers how you approached the prospect and what you said to them
• Shows how you listened to their perspective and probed deeper
• Spells out how you used that feedback to boost a future sale

TIP: If you’re entering sales for the first time and haven’t had experience talking to prospects, you don’t need to say no” to this question. Think of another time you’ve approached a leader, colleague or customer for feedback on a difficult situation instead.

22 – Can you explain how you handle difficult prospects and how you eventually won the sale?

Of all questions listed in this article, this question is by far the most critical. But it isn't easy to see it coming when it's asked in the middle of the conversation.

At Uvaro, we show our graduates that it's standard practice for a prospect to show skepticism. Your interviewer knows this too, and will want to see that you can handle difficult situations – and difficult people – without losing composure or taking things personally.

A good answer:

• Explains the situation clearly – without letting emotions get in the way
• Outlines the steps you took to address the prospect’s pain points
• Builds toward a positive result that you’ve carried forward to other situations

*** A pro tip – Try not to ask prospects yes or no questions, if possible. It's the perfect way to tilt the conversation where you want it to lead!

Weak – Are you enjoying your SaaS implementation so far?

Strong – What are you enjoying the most about your new system? Is it the ease of use or the amount of time you're saving?

23 – How would you plan to exceed expectations in this role?

Sales is all about hitting quotas and responding to complex, unforeseen situations when speaking with prospects. That said, how you work together with the sales team – how you'll fit in with the crew – matters just as much.

When you show that you're already thinking about how you'll excel, an employer is more likely to see that you're willing to take on different roles.

A good answer:

• References the unique strengths and skillsets you’ll bring to the job
• Talks about the ways you’ve exceeded expectations in past roles
• Addresses where you want to be in the future, and how you’ll get there

24 – What's your approach to handling customer objections?

As we mentioned above, it's perfectly normal for any customer to initially balk at the idea of spending, even if they need the product. Customer objections will come out of the blue if you don't know what to expect.

Employers want to see what you'll do when customer objections don't strictly follow the script. They want to know how you anticipate objections and have answers at the ready.

A good answer:

• Walks through your process for listening – and responding – to an objection
• Shows you understand common sales objections you’re likely to encounter
• Gives an example of how you’ve successfully changed someone’s mind

25 – How do you leverage customer stories and use them in your sales process?

You need to understand the importance of customer stories to answer this question well. Generally, people are more willing to buy if they see that others have had good experiences.

When interviewing an applicant, a company will need to see how you'll take positive news and leverage it in your sales processes to close other deals.

A good answer:

• Shows you understand how strong customer stories really are
• Demonstrates how you pick the right story for the right situation
• Explains how and when you’ve used storytelling to sway someone before

26 – How would you explain complex software to a prospect who is not as well-versed in technology?

This question matters tremendously to a software company, so that's why we educate salespeople on breaking down complex topics in easy-to-understand terms.

A company wants to feel confident that the sales team will close on deals without making the customer feel as if they don't really understand the technology.

A good answer:

• Shows you can evaluate a prospect’s level of understanding and meet them where they are
• Demonstrates how you’ve broken down a difficult concept before
• Shows creativity in the way you make complex software accessible

Take It To Go!

Situation-Based Sales Interview Questions

Culture-based sales interview questions

After going through most of the interview, you'll likely need to answer culture-based questions like the following.

27 – What's worse: not making a quota every single month or not having happy customers?

This isn't a trick question; it shows that you know the difference between two very important sales metrics – and how to balance them. You could satisfy every customer you contact but still miss your quota.

Depending on the product that you'll sell, customer satisfaction may take precedence over sales targets. But if you researched the company well enough, you'll already know what the company values most.

A good answer:

• Considers what you’ve discovered about the company’s priorities
• Differentiates between making customers happy and giving them what they need
• Offers a logical, well-reasoned rationale that weighs the merits of both sides

28 – What motivates you?

This personal question is pervasive during any job interview, but in sales, you must know why you're pursuing this career because it's not an easy road.

When you show that your motivation doesn't depend on commissions and awards, an interviewer will see whether or not your mindset will fit with the rest of the team.

A good answer:

• Is honest about what makes you tick – don’t try to be someone you’re not
• Highlights where your motivations align with the company’s values
• Focuses on specific achievements and why they were so rewarding

29 – How do you balance work and life?

Sales jobs always require strong time management skills to balance work and life while still being successful.

Essentially, an employer wants to know that you'll enjoy a life outside of the workplace and not turn into a work-a-holic who never leaves the office – and demands promotions they feel they've earned by working overtime.

A good answer:

• Gives an example of a typical day in your life
• Is honest (once again!) about your willingness to work extra hours or take projects home
• Shows you know your limits – and can avoid burnout

30 – What is your main career goal?

This question should be the most fun to answer, so don't miss the opportunity to make eye contact and smile when you speak!

Here, it's OK to show that you have career goals that don't relate to money. If you plan to raise a family and send your children to college, tell an interviewer precisely that!

A good answer:

• Lines up your career aspirations with what the company can provide
• Considers both short-term and long-term goals in your career
• Shows your goals are realistic and achievable – and that you’re already taking steps to make them a reality

31 – What's your approach to working within a sales team?

Stop and take a brief moment to notice that this question asks for your opinion on workplace collaboration. Simply answering with it's very important” won't suffice.

When working in sales, employers want to feel confident that you'll deliver new perspectives to the team and never be shy about voicing your thoughts on how to improve.

A good answer:

• Talks about what information you share with outs – and how you share it
• Also talks about the way you learn from others’ experiences
• Demonstrates how you’ve successfully contributed to a team before

32 – Are you most comfortable selling to specific prospects? If so, why?

Beware of this question, but never assume that it has an entirely negative connotation. It's a common mistake for salespeople to get complacent and only focus on "easy sells" with customers.

But a company will want to know that you recognize the habit and that you're willing to step outside of your comfort zone to break it.

A good answer:

• Describes an ideal buyer for the product or service over an easy sell
• References your sales process and how you qualify prospects
• Ties into the research you’ve done about the company’s customers

33 – What are your thoughts on the role of learning in a sales job?

This question harkens back to the general inquiries at the beginning of the interview. Again, notice that it's asking for your opinion on the matter.

Part of a sales career is speaking up and voicing opinions when the numbers don't provide a straight answer. It'll take the entire sales team's input to overcome complex scenarios.

A good answer:

• Emphasizes that you’re a life-long learner who understands the value of education
• Describes a sales skill you’ve recently learned and how you’ve used it
• References the learning resources and strategies you find most helpful

34 – Can you name three adjectives a former boss would use to describe your work ethic?

At this point, the interviewer most likely has decided whether your personality is a good fit. This question confirms what they're seeing if previous employers had the same impression.

A good answer:

• Focuses on adjectives that align with team and company values
• Is specific, pulling from real feedback you’ve received
• Includes examples of those adjectives in action

35 – Can you tell us about the culture at your last company?

Don't be negative if you're asked this question, even if the company you worked for had severe problems with morale and culture.

What your employer's culture was like before you left is less important than how you lived within it. Should you be diplomatic, or should you get straight to the point? It all depends on how the interview has progressed up to this point.

A good answer:

• Talks about the kind of culture in which you thrive best
• Focuses on the positive ways you handled cultural shortcomings
• Avoids badmouthing or complaining about past employers

36 – What are you looking for in a sales manager, and why?

When we teach our students interviewing skills, we also prepare them for leadership qualities. Ideally, your sales manager will be the one to recognize your contributions, so it's OK to show what you expect from your superiors.

A good answer:

• Outlines the kind of managerial support that works best for you
• Describes the qualities of a good manager you’ve had in the past
• Shows how you balance working autonomously with taking direction

37 – What core values do you think you need to succeed?

Of all questions in this list, this one is the most tricky to answer quickly. You could use humor, or you could give a more systematic, step-by-step answer.

But remember that the interviewer needs to see whether you'll be an asset to the company. If a company has a progressive, loose culture, you don't your answers to be rigid and full of sales clichés.

A good answer:

• Speaks to your integrity, work ethic and character
• Aligns your values with those of the company you’re interviewing with
• Explains why those values matter to you as well as the company

38 – Can you tell me the best memory you have of a sale that you won?

Our immediate reactions to personal questions betray our emotions. When an interviewer asks you about a fond memory, you should be able to answer right away without thinking.

An interviewer has to determine whether or not your motivations are pure in the sales field. Are you in it only for the commissions, or does the job drive and fulfil you in other ways?

A good answer:

• Tells a compelling (but brief) story about a challenge you’ve had and how you overcame it
• Lays out how your unique strengths contributed to that outcome
• Mentions a positive result for the company, not just your own sense of fulfilment

TIP: If you haven’t made a sale yet, think back to a time when you’ve had to sell someone on your team on a new idea, process or initiative. At Uvaro, we also give students the opportunity to flex their sales muscles in mock calls and internships – both of which can inspire an amazing answer to this question!

39 – How should a commission plan be structured?

By any measure, this question is fair to ask during an interview. At Uvaro, we teach our students the fundamentals of sales, including the most common commission structures.

When asking this question, an interviewer is trying to see how you evaluate fairness on both sides to reach a result where everyone benefits.

A good answer:

• Shows you understand different kinds of compensation and commission structures in sales
• Ties into what you’ve learned about the company’s goals and priorities
• Walks through your thought process in arriving at a win-win scenario

40 – Would working remotely from the team pose any challenges?

If you've made it this far in an interview, your chances of landing the job are high. An employer doesn't ask this question unless they're determining your skill level with remote working platforms like Zoom or Google Meet.

Be honest about how much onboarding you'll require. The majority of employers will appreciate your candor and offer to train.

A good answer:

• Is open about challenges you may have – and how you plan to overcome them
• Pulls in positive experiences you’ve had working remotely before
• Talks about how you stay focused, organize your time and collaborate with others

Take it to go!

Culture-Based Sales Interview Questions

Better prepare yourself with Uvaro

In the end, successful interviews rely on knowing what to expect ahead of time and why the company is asking specific questions in the first place. If you would like additional help with sales interview questions, learn more about the Uvaro program today!

Our admission consultants are available to answer any question regarding our 12-week accelerator, heck if you asked nice enough, they probably even help with your interview prep! Enjoy!