Hiring a sales manager is a crucial decision for any organization, as they play a vital role in driving revenue and team performance. To make the right choice, selecting the right sales interview questions for sales managers is essential.
This article will provide you with various categories of questions, both hard and soft skills, and examples of good and bad answers to help you identify the best candidate for your business.
During the interview process, it’s crucial to assess both the hard and soft skills of potential sales managers. Hard skills are specific to their role and experience, such as their knowledge of sales techniques, while soft skills relate to their interpersonal and leadership abilities.
Customizing your sales interview questions for sales managers to include these categories will help you gauge their overall qualification to lead a sales team. In order to provide a comprehensive understanding of the process, this article will offer dozens of interview questions across various categories, including in-depth explanations, good and bad answer examples, and how to tailor your questions to your company goals.
Key Takeaways
- Utilize a range of sales interview questions for sales managers to assess both hard and soft skills
- Include examples of good and bad answers to better understand the desired qualities of a potential sales manager
- Align your interview questions and evaluation process with company goals and values for a seamless hiring process
Sales Interview Questions for Sales Managers
When interviewing candidates for a sales manager position, it’s crucial to assess their hard and soft skills through a series of carefully curated sales interview questions for sales managers. This section provides insight into various categories of questions and offers guidance on what to look for in candidates’ responses.
This first section will cover the interview basics on how to hire a salesperson.
Sales Goals and Achievements
Understanding a candidate’s history of setting and achieving sales goals is vital to predicting their future success. Sales interview questions for sales managers about goals and achievements can include:
- Can you provide examples of specific sales targets you’ve achieved in the past and how you accomplished them?
- How do you motivate your sales team to meet or exceed their sales goals?
Look for candidates who display goal-oriented behavior, align with your organization’s values, and possess a proven track record of achieving sales targets.
The key here is to make them do the math behind their numbers. Check the numbers at more than one point during the process to ensure truthfulness. Connecting it to their previous OTE may help you better understand their performance.
Sales Experience and Skills
Understanding a candidate’s sales experience and skills helps to determine their competence and ability to manage a team effectively. Sales interview questions for sales managers regarding experience and skills might include:
- Can you describe your previous sales experience and the products or services you were selling?
- What is your experience with sales software and CRM systems?
Candidates should provide examples of their past sales achievements and demonstrate familiarity with relevant sales software and B2B sales tools.
Look for clear communication skills and the ability to speak knowledgeably about their sales background.
Behavioral and Situational Questions
Behavioral and situational questions help evaluate a candidate’s problem-solving, decision-making, and interpersonal skills. Sales interview questions for sales managers in this category might entail:
- Can you describe a challenging sales situation you encountered and how you resolved it?
- If your sales team experiences a downturn in performance, what steps would you take to address the situation?
Candidates should demonstrate a proactive approach, thoughtful consideration of various actions, and an understanding of how to resolve challenges and maintain a strong sales team dynamic.
Scoping out the appropriate sales interview questions for sales managers is crucial for identifying candidates who possess the relevant experience, skills, and temperament to excel in a sales management role.
By analyzing a candidate’s background, experience, strengths, weaknesses, sales goals, achievements, and behavior, you can gain a comprehensive understanding of their suitability for the job, ensuring a successful hire and a thriving sales team.
Strengths and Weaknesses
Assessing a candidate’s strengths and weaknesses allows you to gauge areas where they excel and areas where they may need improvement or additional support. Sales interview questions for sales managers focusing on strengths and weaknesses include:
- What are your top three strengths as a sales manager, and how do they contribute to your team’s success?
- Can you share an example of a weakness or challenge you’ve overcome in your sales career?
Good answers should showcase the candidate’s self-awareness and willingness to learn from mistakes, and bad answers may be vague or avoid acknowledging any weaknesses.
Assessing Hard Skills
When interviewing candidates for a sales manager position, it’s important to assess their hard skills in addition to their soft skills. Hard skills are technical abilities and knowledge that can be taught, and they are crucial for achieving success in the role.
In this section, we will discuss four key hard skills areas that require attention during the interview process.
Technical Sales Knowledge
One essential aspect of a sales manager’s role is having a deep understanding of the product or service being sold. To evaluate this, consider asking sales interview questions for sales managers that focus on their knowledge of the industry and the sales process:
- Can you briefly explain the sales cycle for our product/service?
- Can you briefly explain the sales cycle for your previous product/service?
- How do you stay updated with industry trends and competitors’ offerings?
Good answers in this category will demonstrate the candidate’s familiarity with the sales process and their ability to articulate important industry aspects. In contrast, a bad answer would show a lack of knowledge or inability to apply that knowledge to the specific role.
Data Analysis
Sales managers must analyze and interpret sales data to improve performance and set new targets. Sales interview questions for sales managers in this domain might include:
- Can you share an example of how you’ve used data to drive performance in your previous roles?
- How do you set realistic, data-driven sales targets for your team?
A good answer will detail specific examples of using data analysis to achieve sales goals while clearly explaining the thought process behind the data-driven decisions. A bad answer would lack detail or fail to demonstrate any real experience or understanding of data analysis.
Sales Strategies and Techniques
Sales managers must be well-versed in different sales strategies and techniques to effectively manage their teams and exceed sales targets. Some example sales interview questions for sales managers in this category could be:
- What strategies would you use to increase sales in our market?
- Can you provide an example of a time when you successfully employed a particular sales technique to close a deal?
Candidates with good answers will clearly outline specific strategies and techniques while providing context for their reasoning. Bad answers will be vague, generic, or demonstrate a lack of understanding of the company’s market and target audience.
Handling Sales Tools
In today’s modern sales environment, familiarity with various sales software tools is necessary for a successful sales manager. To assess this, consider asking sales interview questions for sales managers about their experience with these tools:
- Which sales tools have you used in the past, and how have they benefited your sales process?
- How do you train your team on new sales software programs?
A good answer will showcase specific examples of how the candidate has leveraged sales tools to streamline processes and drive results. A bad answer would show minimal experience with sales tools or lack reasoned arguments for using particular software.
Remember to use the discussed sales interview questions for sales managers to assess hard skills during interviews and compare candidates’ responses with company goals. By identifying strong candidates with well-rounded skill sets, you increase the likelihood of hiring a successful sales manager.
Assessing Soft Skills
When conducting sales interview questions for sales managers, it’s essential to evaluate both hard and soft skills. Soft skills play a crucial role in forging strong relationships with clients and leading a successful sales team. This section will cover various assessment topics under the four sub-categories outlined below.
Communication and Empathy
A sales manager must have strong communication and empathy skills. These abilities allow them to effectively convey important information to their team, handle customer negotiations, and establish rapport with clients.
Example Question: Describe a situation where you had to deliver bad news to a customer. How did you handle it?
Good Answer: The candidate highlights their skills in addressing the situation tactfully and empathetically by understanding the customer’s perspective and finding a solution to help alleviate the issue.
Bad Answer: The candidate admits they avoided speaking to the customer and delegated the task to a team member without offering any support or guidance.
Problem Solving and Adaptability
Problem-solving and adaptability are essential skills for sales managers since the sales environment is often unpredictable. A skilled sales manager should be able to think quickly, adapt to new circumstances, and find suitable solutions to emerging problems.
Example Question: Tell us about a time when you faced an unexpected obstacle during a sales process. How did you deal with it?
Good Answer: The candidate discusses a specific situation, explains the action they took to resolve the issue, and shares the successful result achieved.
Bad Answer: The candidate provides a vague response without mentioning the problem they faced or their problem-solving approach.
Leadership and Motivation
Sales managers must be effective leaders, capable of motivating and guiding their team to reach shared goals. Sales interview questions for sales managers should assess their experience in coaching, setting goals, and boosting team morale.
Example Question: How do you motivate your team to achieve their sales quotas?
Good Answer: The candidate shares specific strategies they use to encourage their team members, including setting clear goals, providing regular feedback, and offering professional development opportunities. They may even cite their favorite sales management book.
Bad Answer: The candidate states they simply demand their team meet the quota without offering any support or guidance.
Collaboration and Teamwork
A great sales manager should also be a team player, as they need to collaborate with others to achieve targets. They should be able to create a sense of unity within their team by encouraging cooperation, open communication, and providing guidance.
Example Question: Describe an experience where you had to bring your team together to overcome a challenge. What was your approach?
Good Answer: The candidate provides a specific example, highlighting their role in fostering teamwork, facilitating communication, and offering guidance to overcome the challenge.
Bad Answer: The candidate claims they have never faced any challenges or states that they solved the issue independently without involving the team.
Examples of Good and Bad Answers To Sales Interview Questions
In this section, we will get into examples of good and bad answers related to sales interview questions for sales managers. We will also detail the reasons behind the quality of each answer.
Good Answer Examples
Behavioral Interview Question: Describe a time when you had to handle a difficult sales team member.
- Example Answer: “I noticed one of our sales team members was struggling with meeting their targets and I arranged a one-on-one coaching session to identify the underlying issues. We developed a plan and I continually monitored their progress, which ultimately led to improved performance.”
- Reasons for Good Answer: This answer addresses the issue head-on and shows the candidate’s willingness to support and coach team members to improve their performance.
Qualifications: How do you handle upselling and cross-selling in your sales strategy?
- Example Answer: “I ensure that my team is trained on the entire product portfolio to identify opportunities for upselling and cross-selling during client interactions. By doing so, we can tailor our recommendations to the specific needs of each customer, resulting in increased sales and customer satisfaction.”
- Reasons for Good Answer: This answer highlights the importance of product knowledge and how it plays into the sales strategy, focusing on customer needs and satisfaction.
Bad Answer Examples
Behavioral Interview Question: Tell me about a time when you made a mistake at work.
- Example Answer: “I can’t recall any specific instances. I guess it might have happened once or twice, but I always try to be very careful and not make any mistakes.”
- Reasons for Bad Answer: This answer is vague and indicates that the candidate is either not willing to admit their mistakes or lacks self-awareness.
Interview Process: How do you determine the qualifications of potential sales team members during the interview process?
- Example Answer: “I let HR handle the hiring process. I just review the candidates they send me and choose the ones I like the most.”
- Reasons for Bad Answer: It indicates a lack of involvement in the hiring process and does not provide any insight into the candidate’s criteria for evaluating potential sales team members.
Reasons for Good Answers
A good answer in the context of sales interview questions for sales managers should:
- Provide specific examples related to the workplace and sales teams.
- Showcase the candidate’s abilities to handle real-world scenarios effectively.
- Demonstrate how their approach aligns with company goals.
Reasons for Bad Answers
Bad answers generally possess the following characteristics:
- Avoid addressing the question directly or provide vague responses.
- Fail to show how the candidate’s actions would contribute to the success of the sales team.
- Not give insights into the candidate’s thought process or problem-solving skills.
By identifying good and bad answers to these sales interview questions for sales managers, you can better understand the qualities of an ideal candidate and make an informed decision during the hiring process. Using tables, bullet points, and formatting throughout the interview process can help you communicate and assess the provided information more effectively.
Understanding Company Goals and Values
When conducting sales interviews for sales managers, it’s crucial to understand how the candidate’s goals and values align with the organization’s objectives and culture. This section covers topics including aligning sales goals with company goals and understanding company culture and values.
Aligning Sales Goals with Company Goals
Setting appropriate sales goals is vital to driving sales strategies and ensuring success within the industry. In-depth sales interview questions can help recruiters determine whether a candidate’s approach to setting and achieving targets aligns with the organization’s objectives.
For instance, consider asking:
- How do you establish sales goals for your team, and how do they support the broader company objectives?
- Can you provide an example of a time you adapted your sales strategy to align better with the organization’s goals?
A good answer to the first question might involve a detailed description of the candidate’s process for setting sales targets based on data, customer insight, and company-wide objectives. A bad answer could focus solely on achieving personal or team targets without showing awareness of the broader organizational goals.
Company Culture and Values
Ensuring a candidate aligns with the company culture and values increases the likelihood they will contribute positively to the organization. Sales interview questions for sales managers should explore the candidate’s beliefs, behavior, and approach to handling team situations.
You may ask questions like:
- Describe a time you had to reinforce company values to your sales team and the impact it had on team performance.
- What aspects of our company culture do you find most appealing, and how do you see yourself contributing to it?
A strong answer to the first question would involve a specific example of reinforcing the organization’s values, demonstrating the immediate or long-term positive effect on the sales team. A weak answer might show a lack of understanding or disregard for the importance of company values.
Similarly, responses to the second question should demonstrate a thorough understanding of the company culture and highlight how the candidate’s skill set or experience can contribute positively to the work environment. A bad answer may lack clarity or focus on irrelevant personal preferences that don’t relate to the company’s values.
Interview Checklist and Scoring System
When conducting sales interviews for sales managers, it’s essential to have an organized approach to evaluate each candidate fairly and efficiently. Utilizing an interview checklist and scoring system can be invaluable for the hiring manager throughout the process.
The checklist helps the interviewer ensure they cover all necessary areas and categories of questions. Start by outlining the hard skills and soft skills required for the sales manager position, and tailor the interview questions accordingly. Essential components of this checklist include:
- Candidates’ experience in managing sales teams
- Ability to set and achieve sales goals
- Demonstrated skills in rep coaching sessions and motivating sales teams
- Adaptability to the company’s workplace culture
The scoring system is a vital tool for quantifying and comparing each candidate’s responses to sales interview questions. It helps the hiring manager identify the best fit for the company based on the interviewee’s performance. When implementing a scoring system, consider assigning numerical values to various categories, such as:
- Response quality to behavioral, situational, and technical questions
- Alignment with company culture and values
- Past performance and achievements in a similar role
- Demonstrated potential for growth
Keep in mind that the scoring system should be customizable to cater to the unique needs of the company and sales teams. For example, if coaching and motivating are crucial aspects for a specific workplace, those skills should weigh more heavily in the scoring system.
Ultimately, the interview checklist and scoring system should align with the overall company goals, reflecting the values and expectations set by the business. By using these tools effectively, hiring managers can confidently select the best candidate to lead their sales teams towards success. If you’re unsure of how to create this, you may want to consider working with a B2B sales consultant.
Sales Interview Questions for Sales Managers Explained
Behavioral Questions
Example Question: Tell us about a time when you had to handle a difficult customer.
Reason for Asking: This helps assess the candidate’s ability to handle challenging situations and maintain professionalism.
Good Answer: The candidate provides a specific example of a situation involving a difficult customer, explaining the steps they took to resolve the issue and showcasing their ability to remain calm and professional.
Bad Answer: The candidate gives a vague response or suggests becoming aggressive with the customer.
Sales Process and Strategy
Example Question: Describe the steps you take when developing a sales strategy.
Reason for Asking: This verifies the candidate’s understanding of the sales process and their ability to create effective strategies.
Good Answer: The candidate outlines a detailed plan for developing a sales strategy, including steps like conducting market research, identifying target customers, and setting goals.
Bad Answer: The candidate shows a lack of direction, suggesting they would wing it or focus only on their own intuition.
Product Knowledge
Example Question: How would you handle selling a product you’re unfamiliar with?
Reason for Asking: This gauges the candidate’s ability to quickly learn about new products and adapt their sales pitch accordingly.
Good Answer: The candidate explains how they would research the product, speak with experts, and incorporate this knowledge into an effective sales pitch.
Bad Answer: The candidate suggests they don’t need to know about a product to sell it or they would rely solely on existing sales materials.
Sales Interview Questions for Sales Managers – Performance Metrics
Example Question: How do you measure success in a sales role?
Reason for Asking: This question highlights the candidate’s approach to tracking and evaluating their performance.
Good Answer: The candidate discusses using a variety of metrics, such as number of deals closed, revenue generated, and client satisfaction ratings.
Bad Answer: The candidate focuses solely on their own personal success, without considering company goals or client satisfaction.
Team Management and Leadership
Example Question: How do you motivate your sales team to achieve their targets?
Reason for Asking: This tests the candidate’s ability to lead and inspire their team to meet and exceed performance goals.
Good Answer: The candidate mentions tactics such as setting clear expectations, providing regular feedback, and rewarding high performers.
Bad Answer: The candidate suggests using fear tactics or punishment for underperforming team members.
Sales Interview Questions for Sales Managers – Decision Making
Example Question: Describe a situation where you had to make a difficult decision that affected your team.
Reason for Asking: This examines the candidate’s ability to make tough choices in the best interest of the company and their team.
Good Answer: The candidate provides a specific example, explaining the factors they considered, the decision they made, and the outcome.
Bad Answer: The candidate avoids the question or only mentions minor decisions, revealing a lack of leadership experience.
Selecting the right sales manager for your team is critical for achieving company goals. By asking a variety of sales interview questions for sales managers, you can assess their hard and soft skills and make an informed decision. Remember to compare their responses to your company’s objectives and use a scoring system to evaluate each candidate.
- What strategies do you use to motivate and inspire your sales team?
- Good answer: A comprehensive approach that includes setting achievable goals, providing coaching and support, recognition, and rewards.
- Bad answer: A one-dimensional approach, such as using only monetary incentives or intimidation.
Company Goals Alignment
To ensure a successful sales manager hire, it’s essential to align the candidate’s goals with the company’s objectives.
- How do you set and monitor your team’s sales targets in relation to company goals?
- Good answer: A thoughtful approach incorporating company objectives, historical data, and team capabilities. Regular monitoring through regular meetings and communication.
- Bad answer: A disorganized process, neglecting company goals, or setting arbitrary targets without considering the team’s abilities.
Sales Manager Interview Final Thoughts
When hiring for a sales manager, you need to have a structured interview process. It’s imperative to have interview scorecards with questions that need to be asked. The above outlines part of the process. If you’re looking for more advice, you may want to consult a B2B sales consultant, Fractional VP of Sales or Fractional CRO to get more insight into designing your interview process. You may also be interested in how to hire sales reps.
