13 Sales Interview Questions and Answers for 2024

Sales interviews: What you should know in 2024

An upcoming sales interview is an exciting opportunity to advance your career in sales, land a job you love, and create meaningful relationships with customers. According to HubSpot's 2024 Sales Trends Report, companies are looking to target new markets, improve sales and marketing alignment, improve efficiency, personalize the sales experience, and make more use of data. The report also says that sales professionals are tackling challenges like inflation, stiff competition, and few quality leads, while still meeting or exceeding sales goals [1].

With these trends in mind, it's important to be mindful of how sales interviews work, how to prepare, and what questions you may encounter, whether your interview is for an entry-level sales position or an advanced role requiring sales experience. 

An interview for a sales position may be different from other types of interviews in the following ways: 

• You’ll need to demonstrate your sales skills and experience in sales roles. 

• You'll need to understand how the sales role you're applying for compares to other sales roles. For example, how do sales representatives, sales associates, and sales development representatives differ? What do sales managers and sales designers do?

• You’ll need to demonstrate familiarity with sales concepts, approaches, and terminology. Examples include upselling and cross-selling, sales cycle, customer journey, cold calls, sales forecasting, and lead generation.

• You'll need to demonstrate your efforts to meet or exceed sales goals, with examples from past experience and ideas on what you want to achieve in the future.

• Interviewers may ask you to mock sell something, like one of the company’s products, on the spot.  

• You may need to use body language and techniques that you’d use when selling to an actual customer, more so than you would when interviewing for a non-customer-facing job. 

Keep reading to discover interview questions employers may ask you, questions to ask during the interview, and tips for preparing for your interview experience.  

13 sales interview questions   

This section will explore 13 sales job interview questions, why your interviewer or hiring manager will ask them, how to form answers, and alternative phrasings to listen for. All 13 questions are focused on sales, but keep in mind that interviewers may also ask you general questions, such as “What are your strengths and weaknesses?” 

1. What interests you in [industry] sales?

Interviewers ask this version of the Why Sales interview question to get an idea of your experience in sales, your passion for the industry, and your specific ideas for how you will thrive in it [2].

To answer: 

• Research the industry thoroughly. Examples include medical sales, pharmaceutical sales, and retail. What are the top brands? Who are the buyers? What are the industry trends? How fast is this industry growing?

• Research common sales strategies in this industry. 

• Prepare to describe what you admire about the industry, what you want to learn, and how you plan to navigate it while in a sales role.

• Prepare to describe your plans for building relationships with consumers in this industry.  

Other forms this question might take: 

• “Why sales?” 

• “What got you into sales?”

• “Why do you want to work in sales?”

2. What interests you most about selling our products? 

Interviewers ask this question to gauge your knowledge of and experience with the products and whether you like them and believe in their value. Your answer can offer them insights into how authentic you can be when selling the products to customers.  

To answer: 

• Scour the company’s products and services page and gather details on what each offer does, how it works, how it’s made, and the benefits and outcomes customers can expect.  

• Research competitive products and look for specific differences. 

• If possible, purchase a few of the products and experience them yourself. 

• Prepare to draw upon your product knowledge or first-hand experience using the products to emphasize their value. 

• Prepare to discuss how you can use your knowledge of and experience with the products in your sales process.   

Other forms this question might take: 

• “What do you like about our products?” 

• “What do you think of our products?”

Read more: What Is Product Lifecycle? 4 Stages + How to Manage Them

3. What past experiences make you good at sales?

Interviewers ask this question to learn more about your previous sales experience and understand your sales potential [3].

How to answer: 

• Reflect on prior experiences—your sales background, other professional experience, your academic history, and personal experiences—and jot down specific instances that could relate to sales. For example, prior experience writing product descriptions for an e-commerce company could help you describe products more skillfully as a sales rep. 

• Prepare to discuss your learnings from each experience and how you can apply them to the position you want to fill. 

Other forms this question might take: 

• “Tell me about your sales experience.”

• “What’s your background in sales?”

• “What kind of sales jobs have you had?”

How should you answer if you lack sales experience?

If you're applying for your first sales job and get asked about experience, you can still present yourself as a valuable hire, while still providing an honest answer. Tell the interviewer that this will be your first job in sales. Then, highlight relevant skills, qualities, and experiences that can help you succeed in this role.

For example, you may enjoy taking courses or workshops to learn new skills. You could emphasize that you're a quick and enthusiastic learner. Or, you might have experience in a previous job, internship, or volunteer position in which you interacted with customers. Even if your responsibilities did not involve selling, you can emphasize your confidence in talking with customers and enhancing their experience with the company.

4. What traits do you have that make you good at sales?

Interviewers ask this question to learn more about your internal qualities and how you see yourself as a salesperson.   

How to answer: 

• Reflect on the qualities you most admire about yourself and how they relate to sales. Examples might include empathy, which helps you understand customers better, or diligence, which helps you follow up with prospects and close deals. 

• Prepare to describe specific sales scenarios when you leveraged these traits to succeed. 

Other forms this question might take: 

• “What makes you good at sales?”

• “What qualities does someone need to be good at sales?”

5. Sell our product to me. 

Interviewers ask this question to witness your sales potential in action, how you perform under pressure, and your method of presenting the product to a potential customer. 

How to answer: 

• Research the company’s target customer, their pain points, goals, and experiences with the products. You can find out a good bit by reviewing the company’s social media accounts, reading followers’ comments on posts and any online customer reviews.  

• Review your notes from researching and experiencing the company’s products, especially their benefits and outcomes.  

• Reflect on your past sales successes and prepare to walk your interviewer through a sales conversation. 

Other forms this question might take: 

• “How would you sell this product to one of our customers?”

• “Sell me this product.”

6. What sales technologies do you have experience using? 

Interviewers ask this question to discover your familiarity with sales technologies, including customer relationship management (CRM) software, and gauge the degree to which you’ll need training to use the programs that the company uses to sell products. 

How to answer: 

• Make a list of sales technologies you’ve used and details of your experience with them. What were you able to accomplish using them? How did they make the sales process easier?

• Investigate the latest technologies in the company’s industry that you don’t have experience using. Some examples might include Salesforce, Hubspot, or InsideSales. Write down your questions about these sales tools, what interests you about them, and your ideas for how you might use them. 

• Prepare to answer honestly about your sales technology experience and discuss which tools the company may want you to use. 

Other forms this question might take: 

• “Have you used [technology] before?”

• “How comfortable are you with [technology]?”

To prepare to discuss sales software during the interview, consider enrolling in the Salesforce Sales Operations Professional Certificate.

7. Tell me about a time when you met your sales goals. 

Interviewers ask this question to get a sense of your past sales success, how you set and meet sales quotas, and the kind of success you may be able to bring to the company. 

How to answer: 

• Reflect on your sales experience and the goals you’ve been able to meet. Write down the details in quantifiable terms, such as the goal sales volume. 

• Prepare to tell a story about the successful sale. What was the situation? What sales targets did you or your team set? What actions did you take to meet the goal?

Other forms this question might take: 

• “What sales experiences are you most proud of?”

• “Tell me about a sale you closed or a goal you met.”

8. Tell me about a time when you did not meet your sales goals.

Interviewers ask this question to get a fuller picture of your sales experience and how you recover from setbacks. 

How to answer:

• As with telling a story about successfully meeting goals, take some time to reflect on your unmet sales goals.  

• Prepare to tell a story about the sales situation: What was the challenge? What factors prevented you from meeting the goals? What did you do in the aftermath to get back on track? What did you learn from the experience? 

Other forms this question might take: 

• “Describe a time when you did not close a deal or meet a sales goal.”

• “What do you do when a sales situation doesn’t go as planned?”

9. How do you build rapport with customers? 

Interviewers ask this question to understand how you approach encounters with customers or prospective clients, your communication skills, and how you might bring this approach to the company’s sales process.  

How to answer: 

• Reflect on customer encounters that resulted in a good rapport and closing the sales. What details of your communication style contributed to these successes? 

• Prepare to tell a story about these specific encounters. Emphasize details of your communication style and your analysis of why it worked. 

Other forms this question might take: 

• “What’s the best way to talk with customers and build relationships with them?”

• “Tell me about a time when you established a good relationship with a customer and it resulted in a sale.” 

To refine your sales skills and review sales concepts, consider enrolling in Hubspot's Sales Training for High Performing Teams Specialization.

10. Can you describe your approach to client targeting?

Interviewers ask this question to assess your abilities to identify aligned clients or customers and pursue them effectively.

How to answer: 

• Discuss your methods for researching and identifying target clients, such as using demographic data, market research, or leveraging networking opportunities.

• Highlight your ability to tailor your approach to different client segments and industries based on their needs and preferences.

Other forms this question might take:

• "How do you go about targeting and acquiring new clients?"

• "Could you walk me through your process for targeting and attracting clients?"

11. How do you ensure your sales efforts align with business goals?

Interviewers ask this question to gauge your ability to align your sales activities with broader organizational objectives. They are interested in understanding whether you have a strategic mindset and can contribute to the overall success of the company.

How to answer: 

• Reflect on how you've aligned your sales strategies and tactics with the strategic goals of organizations you've worked for. This could involve customizing your sales approach for different customer segments, industries, or geographic regions to maximize effectiveness.

• Prepare to discuss how you monitored and evaluated your sales performance against these business goals. For example, did you regularly track key performance indicators (KPIs) such as revenue growth, customer acquisition, conversion rates, or customer satisfaction metrics? Discuss how you analyzed this data to identify trends, opportunities, and areas for improvement.

Other forms this question might take:

• "Describe your process for ensuring that your sales targets are in sync with the strategic direction of the company."

• "How do you ensure that your sales plans and initiatives are aligned with the key priorities of the business?"

12. Can you share a time when you turned a dissatisfied customer into a happy one?

Interviewers ask this question to assess your customer relationship management skills and ability to handle challenging situations effectively.

How to answer: 

• Describe a specific instance in which you successfully resolved a customer's issue or complaint. What was the situation and nature of the customer's issue? What was the product or service involved?

• Prepare to discuss how you made use of your soft skills, such as empathy, active listening, and problem-solving. Highlight how you went above and beyond to address the customer's concerns and ensure their satisfaction. Provide details about the outcome, including turning a negative experience into a positive one, getting positive feedback from the customer, and creating a favorable impression of the brand you represented at the time.

Other forms this question might take:

• Can you share a time when you addressed a customer's concerns, exceeded their expectations, and earned their satisfaction and loyalty?"

• "What's the best way to address a customer issue or complaint?"

13. How do you keep up with sales trends in [industry]?

Interviewers ask this question to understand how you operate in sales beyond mastering the sales processes and meeting your goals. Keeping up with trends, including new technologies and the latest research on consumer behavior, can greatly contribute to your professional development and help you reach your career goals.  

How to answer: 

• Make a list of sales educational resources you subscribe to, trade journals you read, classes or trainings you’ve taken, and sales influencers you follow. 

• Reflect on what you’ve learned from the above. If possible, take a moment to investigate sales trends in your industry that you might not be aware of, and familiarize yourself with the resource where you learned about these trends. 

• Prepare to share your learnings with interviewers and your ideas for how you can apply these learnings to the job you’re applying for. 

Other forms this question might take: 

• “What do you do to learn more about current trends in sales?”

• “What do you do to stay current with the latest sales techniques?”

For more ideas on telling stories to captivate your sales interviewers, hear from Mandy Bynum, CEO and Founder of a consulting firm, who has interviewed over 2,000 candidates for entry-level sales roles: 

5 questions to ask in a sales interview 

Most interviewers will invite you to ask questions throughout the interview and at the end. This is a great opportunity to demonstrate your interest in the company, enthusiasm for the role, and commitment to making an empowered sales career decision. Draw from the example questions below to prepare your own questions:  

1. What are the characteristics of your top salespeople?

This question can give you insights into the skills and traits that lead to good sales performance, and that may distinguish you from other strong candidates for the position. With these insights, you can refine your sales characteristics and cultivate new ones for success in the position you’re applying for. In addition, it shows interviewers that you are interested in finding out whether you are a good fit for the position. 

2. What types of objections do your reps typically face?

Overcoming customers’ objections when selling is an important part of the sales process and a skill that any sales professional should build. Asking this question shows that you want to understand the company’s target customer and overcome their objections successfully. 

3. What’s your sales process?

Having an effective sales process can increase your conversion rate. Many companies or sales teams train their staff to use a specific process of guiding customers toward a purchase decision. Asking this question demonstrates your conscientious sales mindset and can give you insights into whether your sales approaches align with the company. 

4. What technologies do you use?

In many industries, much of the sales process—including lead generation, data management, and sales forecasting—is being automated in various programs and apps, requiring sales professionals to become proficient at using them. Asking this question shows that you want to be on the cutting edge of sales technology, that you are mindful of the company’s sales process, and that you want to become efficient at selling. 

5. What sales enablement resources do you offer the team?

When a sales team is empowered with tools like product demos, customer testimonials, case studies, reviews, market research reports, email templates, and social media content, it's easier for sales professionals to establish rapport with customers and close sales without having to start from scratch for every deal. Asking about sales enablement resources shows that you are familiar with this important practice and that you intend to make the best use of the resources to meet goals.

Read more: 30 Career-Focused Questions to Ask in an Interview

How to prepare for a sales interview 

In addition to preparing for sales interview questions, you’ll also need to prepare for the interview process. Use these seven sales interview tips to boost your confidence and present your value to a prospective employer:  

1. Research the sales role, particularly for the industry you’re applying to work in.

2. Research the company you want to work for and reflect on the culture fit for you and how this company might contribut to your future goals.

3. Investigate the company’s sales strategy and goals and gather as much detail as possible.

4. Reflect on your sales achievements in previous roles or in your current position.

5. Reflect on your sales salary goals and prepare for a potential conversation with the interviewer about how much you can earn in the role you're applying for.

6. Practice formulating STAR answers to behavioral and situational questions. 

7. Select appropriate interview attire.

8. Find out as much as you can about the hiring process.

Read more: How to Negotiate Your Salary: 10 Tips to Earn More

Master sales with Coursera

Taking online courses can be a great way to build skills and discover the latest strategies in sales. Want to earn the attention of more customers, qualify leads more effectively, scale your efforts with sales software, and more? Check out these Coursera learning experiences from industry leaders, HubSpot and Salesforce: 

Frequently asked questions (FAQs)