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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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