Interview questions designed to fill in resume gaps and past job duties are all well and good, but do not explore a candidate’s skills as they relate to your specific sales processes. In fact, your sales recruiters should have already screened out the candidates whose resume doesn’t fit in with your requirements, leaving generalized interview questions redundant. To reduce this redundancy, try the following these suggestions from ACA Talent.

1) What would you look to accomplish within the first 30/60/90 days?

This gives you an understanding of their planning and strategy skills and style.

2) What is more important, relationship building or closing the deal quickly?

This will show you how the candidate will fit into the sales style of the company.

3) What was your typical sales cycle in your previous role?

This gives an idea of how long or short their sales cycle has been. 

4) What resources and support will you need from the company to sell?

Can they hit the ground running, or will they require additional material or training?

5) How do you prospect new clients?

Particularly important for companies looking for a hunter to screen out those who may not be motivated to cold call or do other lead generating tasks. 

6) What was a typical day like at your last role?

This will give you an idea of how potential hires organize and execute their sales process.

7) How did you organize your sales pipeline and report on your progress, did you use a CRM, and how?

Another important insight into how well the candidate organizes themselves. 

8) What was the toughest deal you closed, and what did you do to close it?

This reveals how well a candidate uses problem solving skills, and their level of motivation. 

9) What was the last deal you walked away from and why?

Their answer may help you understand how far they will go for a sale and whether or not that fits into your sales practices. 

10) How do you turn around poor sales numbers?

Being able to identify shortcomings and rise above them, is an important trait for sales professionals. 

11) How do you differentiate between a good deal and a bad deal?

Knowing when to walk away is important, so a sales representative does not waste valuable time and resources on a bad deal.

ACA Talent Can Help

The better you know your prospective hires, the more likely you will find a long term productive sales representative. Sales recruiters may screen out the unqualified, but the interview is vital to compatible hires. To speak with sales recruiters or to learn more about screening potential new hires, please contact the experts at ACA Talent today.

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