I’m in the process of recruiting for two open territories. Below are a few of the questions that I’ll ask in an interview, in no particular order. The bullets are potential follow up questions.
What does a great day selling look like?
- How many face to face calls, telephone calls happen in a great day?
How do you manage your day?
- How do you prioritize?
- How do you handle distractions?
- How do you balance strategic and tactical activities
Tell me about your strengths?
- Identify some weaknesses and how you manage them?
Tell me about your greatest sales accomplishment!
What does great teamwork look like?
- How do you handle a difficult team member?
What resources and tools do you need to be successful?
What do you need from your manager?
What are the traits of a great sales rep?
Tell me about the last two sales or business books you’ve read? (If they can’t remember or can’t answer this question, don’t consider them for anything other than entry level - the best reps are always improving their craft!)
- What is your favourite book on selling?
Tell me about your most difficult sale
- How do you handle client stalling
- Tell me about a recent sale you lost to a competitor
- What would you have done differently?
- How do you handle selling to a team of buyers?
and last but not least
Why the hell should I hire you?
