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I’ve interviewed lots of sales professionals in my career. I’ve already written about my 7 pet peeves when interviewing candidates. I thought on the alternative side I should write about some of the best questions I’ve heard from candidates. 
First and for most, it’s important for a sales candidate to remember the interview is just as much a discovery process for you as it for the interviewer. Regardless of how much you might need or want the job, an interview is your opportunity to make sure the company is the right match for you. If the interviewer treats the meeting as an interrogation then this might be your first sign it might not be a match. If a sales candidate has some control of the interview (by asking strong questions), this indicates this is how you run your sales meetings as well.
Here is a list of some of the best questions I’ve heard from sales candidates in an interview:
What does it take to be a top performer here?
This tells the interviewer you’re curious about top performs and emulates you view yourself as one as well. The interviewer’s answers will tell you what it takes to succeed in the job.
What characteristics do your top performers have in common?
Again, you’re telling the interviewer you have curiosity around top performers. If the interviewer doesn’t know the characteristics of their top performers - candidates beware. If they don’t know these traits, how can they facilitate the replication of them?
What’s the most common reason a sales rep doesn’t make it?
This tells the interviewer you’re not afraid of asking difficult questions. As the candidate, this will tell you if they know why reps don’t succeed. If they don’t know the reasons or traits a rep fails, how can they facilitate avoiding this in the future?
Tell me about your career path at the company.
We all love to talk about ourselves, even the interviewer. I love this because it tells me the candidate is good at getting me to talk and they will do this in their sales process too. It can also tell the candidate the path to management if this is what you’re interested in.
What is the most common objection you run into?
This is another example of displaying you can ask hard questions. It will also tell you a bit of what the job like on a day to day basis.
Tell me in detail about the training and resources available to the sales reps?
This tells me the sales rep has intellectual curiosity and is coachable. This will also give the candidate an idea of how well the sales team is supported.
What’s your management style?
This demonstrates you’re also looking for something that is a match for you. You’re not looking for just any old job. Top performers have their pick of opportunities and this demonstrates you’re feeling out the position as well.
Why are you hiring for this position?
This is another great example of a hard question. This will also tell you if the company is hiring because of growth or because they have a revolving door.
How did the sales team finish this past month/quarter?
This question tells the interviewer you too are looking for the company’s performance, just as they’ve asked for yours. Don’t be afraid to ask for specifics. How many reps were over 100%? How did the top rep finish?
An interview can be a nerve racking and exciting meeting. Make sure you’re prepared, bring a note book. Read up on the company and get curious. Start asking questions, take notes and think of the interviewer as a prospect you’re qualifying. Happy job hunting….
