40+ real-life interview questions for sales & business roles with sample answers

But what if you’re unsure about which questions will truly reveal a candidate’s potential? Wouldn’t it be great to have a list of tried-and-tested questions straight from hiring managers who succeed in fulfilling job roles from sales and business development functions?

You’re in luck: that’s exactly what we’ve compiled for you. In this article, we present a comprehensive collection of real-life interview questions.

This includes questions tailored for a wide range of roles in the sales & business development spectrum, such as Sales Representative, Business Development Manager, Sales Development Representative, Regional Sales Manager, Sales Consultant, Sales Executive, and many more.

Let’s dive in and explore these questions, categorized by role. We’ve also included sample answers for each, ensuring you’re well-equipped to identify the best talent in your next interview session.

Direct sales roles

Real-life sales representative interview questions

A Sales Representative is responsible for promoting and selling products or services to potential clients. They build relationships, identify customer needs, and close deals to meet sales targets while providing excellent customer service and ensuring client satisfaction.

Here are the 3 most common questions that hiring managers ask with sample answers for each:

1. Tell me how you started and closed your biggest sale.

This question assesses the candidate’s ability to describe their approach to initiating and successfully completing a significant sales deal, showcasing their sales skills and strategies.

Sample answer:

“I began my biggest sale by researching the client’s industry thoroughly. I then initiated contact and nurtured the relationship through multiple interactions, addressing their pain points. To close the deal, I tailored a compelling solution that demonstrated clear benefits, securing their commitment and ultimately closing a substantial contract.”

2. What do you dislike about sales?

This question aims to understand the candidate’s self-awareness and potential challenges they might face in a sales role.

Sample answer:

“In sales, I sometimes find it challenging when clients are unresponsive or indecisive. It can be frustrating, but I’ve learned to adapt by being patient and persistent. I see it as an opportunity to further understand their needs and build a stronger relationship.”

3. Where do you see yourself in 10 years?

This question delves into the candidate’s long-term career goals and aspirations, helping evaluate their commitment to growth and development within the organization.

Sample answer:

“In a decade, I envision myself as a Sales Director, leading a high-performing sales team. I’m passionate about mentorship and want to help others develop their sales skills. I also hope to contribute to the strategic growth of the company, expanding our market share and driving innovation in our sales processes.”

Real-life inside sales representative interview questions

An Inside Sales Representative is responsible for proactively reaching out to potential customers through calls and emails, promoting products or services, meeting sales quotas, prioritizing leads, and maintaining excellent customer interactions to drive sales success.

These six questions are the most preferred by hiring managers: 

1. What are a few methods that you’ve learned to increase call connects/email responses?

This question aims to assess the candidate’s strategies for improving contact rates and email response rates in the inside sales role.

Sample answer: 

“In my experience, personalization is key. I craft tailored messages highlighting the value our product offers. Additionally, I experiment with optimal calling and emailing times, and A/B testing subject lines for emails, which has significantly boosted our response rates.”

2. What has been your highest sales quota? What did you do differently for it to be the highest?

This question evaluates the candidate’s achievement in sales quotas and their ability to analyze and adapt their strategies for success.

Sample answer: 

“My highest sales quota was $1.5 million annually. To achieve it, I focused on refining my prospecting methods, nurturing leads effectively, and collaborating closely with the marketing team. I also adopted a consultative approach, understanding client needs deeply and customizing solutions.”

3. How do you prioritize your assigned leads?

This question explores the candidate’s approach to managing and prioritizing leads to maximize their sales effectiveness.

Sample answer: 

“I prioritize leads based on their readiness to buy and potential value. Hot leads get immediate attention, while warmer leads are nurtured through targeted follow-ups. CRM tools help me track lead interactions and tailor my outreach accordingly.”

4. What is the main thing that you need to accomplish in every customer interaction?

This question seeks to understand the candidate’s focus on customer interactions and the primary objective they aim to achieve.

Sample answer: 

“In every customer interaction, my main goal is to establish trust. I want the customer to feel heard and understood. By building trust, I can better address their needs, provide valuable solutions, and ultimately move closer to closing the sale.”

5. Describe a recent sale that you lost. What could you have done differently?

This question assesses the candidate’s ability to reflect on and learn from unsuccessful sales experiences.

Sample answer: 

“I recently lost a sale because I didn’t fully address the client’s objections regarding pricing. In hindsight, I could have conducted a more in-depth needs analysis to identify cost-saving opportunities our product offered. This would have helped me demonstrate its value better.”

6. Describe the ways in which you stay updated on your target market. What is your go-to strategy?

This question explores the candidate’s commitment to staying informed about their target market and their preferred methods for doing so.

Sample answer: 

“I stay updated through a combination of market research, industry publications, and attending relevant webinars and conferences. Additionally, I maintain a network of industry contacts who provide valuable insights and trends. It’s important to adapt my strategy based on the rapidly evolving market landscape.”

Real-life outside sales representative interview questions

An Outside Sales Representative is responsible for prospecting, meeting potential clients face-to-face, building relationships, and closing sales deals. They identify client needs, promote products or services, and address objections to achieve sales targets.

Hiring managers give high priority to the following two questions:

1. Why do people decline sales from you?

This question explores the reasons behind declined sales and assesses the candidate’s awareness of potential sales obstacles.

Sample answer: 

“Customers may decline sales for various reasons, such as budget constraints, concerns about product fit, or timing issues. It’s crucial to empathize with their concerns, address objections professionally, and demonstrate how our product can resolve their pain points. Effective communication and a consultative approach can often overcome these obstacles and turn a declined sale into a successful one.”

2. If the customer initially says no, how do you respond?

This question evaluates the candidate’s ability to handle rejection and their approach to turning a “no” into a potential “yes.”

Sample answer: 

“When a customer initially says no, I see it as an opportunity to further understand their objections and provide tailored solutions. I remain polite and empathetic, asking probing questions to uncover their specific concerns. Then, I address these concerns by highlighting the value and benefits of our product. I believe in persistence while respecting their decision, as sometimes it takes multiple interactions to build trust and secure a positive outcome.”

Real-life field sales representative interview questions

A Field Sales Representative is responsible for engaging with clients in person, building strong business relationships, and driving sales in a designated territory. They create account plans, strategize multi-threaded sales processes, and effectively prioritize leads, sales development reps, and accounts for maximum revenue generation.

Check the following questions from real hiring managers with sample answers for each: 

1. How do you plan your accounts? 

This question explores the candidate’s approach to creating and executing account plans for successful sales outcomes.

Sample answer: 

“I start by thoroughly researching the client’s business, understanding their goals and pain points. Then, I develop a customized account plan that includes clear objectives, strategies, and timelines. Regular reviews and adjustments ensure alignment with the client’s evolving needs and our sales targets.”

2. Describe your approach to multi-threading sales processes.

This question assesses the candidate’s ability to navigate complex sales processes by engaging multiple stakeholders within an organization.

Sample answer: 

“Multi-threading involves identifying and building relationships with various decision-makers and influencers within a client’s organization. I initiate conversations with key stakeholders, ensuring each understands the value of our product. This approach increases our chances of success and strengthens our client relationships.”

3. How do you prioritize your sales development reps’ time?

This question evaluates the candidate’s strategy for managing and optimizing the time and efforts of sales development representatives.

Sample answer: 

“I prioritize sales development reps’ time by aligning their efforts with high-potential leads and target accounts. We use lead scoring and data analytics to identify prospects with the most significant potential. Additionally, regular communication and feedback loops help us refine our approach and focus on the most promising opportunities.”

4. How do you prioritize your account list/book of business/territory?

This question explores the candidate’s approach to managing and prioritizing their accounts or territory for maximum sales impact.

Sample answer: 

“Prioritizing accounts involves segmenting them based on factors like revenue potential, buying readiness, and strategic importance. High-value or growth-potential accounts receive extra attention, while existing accounts get regular check-ins to maintain relationships. Continuous analysis helps refine the prioritization strategy over time.”

5. How do you prioritize your assigned leads?

This question assesses the candidate’s approach to managing and prioritizing leads for effective lead nurturing and conversion.

Sample answer: 

“I prioritize leads by scoring them based on criteria such as engagement level, fit with our ideal customer profile, and buying intent. Hot leads receive immediate attention and personalized outreach, while warm leads are nurtured through targeted content and follow-ups. This approach ensures we allocate resources where they’re most likely to yield results.”

Real-life sales associate interview questions

A Sales Associate is responsible for engaging with customers, promoting products or services, and facilitating sales transactions. They provide excellent customer service, address inquiries, and aim to meet sales targets, fostering positive customer experiences.

Here are 4 questions for you that hiring managers choose to ask:

1. What is the main thing that you need to accomplish in every customer interaction?

This question explores the candidate’s focus on customer interactions and the primary objective they aim to achieve.

Sample answer:

 “In every customer interaction, my main goal is to ensure customer satisfaction. I aim to address their needs, answer their questions, and provide a positive experience. Building trust and rapport is essential for long-term customer relationships.”

2. What does “the customer is always right” mean?

This question assesses the candidate’s understanding of the customer-centric approach often associated with this phrase.

Sample answer: 

“‘The customer is always right’ means that customer satisfaction and their perception of a situation take precedence. It emphasizes the importance of listening to customers, understanding their perspective, and making efforts to meet their expectations, even if it requires going the extra mile.”

3. What is your greatest strength within a sales environment?

This question allows the candidate to highlight their key strengths and qualities that contribute to success in a sales role.

Sample answer:

“My greatest strength in a sales environment is my ability to build rapport and establish trust with customers. I excel in active listening, understanding their needs, and providing tailored solutions. This helps me not only meet but exceed their expectations.”

4. Did you meet your sales quota in your last position?

This question evaluates the candidate’s past performance in meeting or exceeding sales targets.

Sample answer: 

“Yes, I consistently met and exceeded my sales quota in my last position. Through effective prospecting, strong product knowledge, and a customer-centric approach, I consistently achieved or surpassed my sales targets, contributing to the overall success of the team.”

Real life sales consultant interview questions

A Sales Consultant provides expert guidance to clients, tailoring product or service solutions to meet their needs. They build relationships, close sales deals, and focus on maximizing revenue and customer satisfaction through effective consultation and sales techniques.

These 2 questions are the top choices from real hiring managers:

1. Do you prefer a long or short sales cycle?

This question explores the candidate’s preference regarding the duration of the sales process and their adaptability to different sales cycle lengths.

Sample answer: 

“I appreciate the advantages of both long and short sales cycles. Short cycles offer quick results and allow for high volume, while longer cycles provide opportunities for deeper client engagement and more substantial deals. My preference depends on the product or service and the specific client’s needs. I believe adaptability to various sales cycle lengths is crucial in delivering the best outcomes for the client and the business.”

2. Can you handle a 100% commission job?

This question assesses the candidate’s willingness and ability to work in a compensation structure entirely based on commissions without a fixed salary.

Sample answer: 

“Yes, I am not only willing but also well-prepared to excel in a 100% commission-based job. My career in sales has consistently demonstrated my ability to meet and exceed sales targets. I understand that a commission-only structure can be motivating, as it directly reflects my performance and efforts. With the right product or service and a strong work ethic, I believe I can thrive in such a role and find it rewarding.”

Real-life sales project consultant interview questions

A Sales Project Consultant is responsible for providing expertise in sales project management, collaborating with clients to identify project needs, and delivering customized solutions. They drive sales initiatives, ensure project success, and contribute to revenue growth.

Here are 2 questions that matter the most for real hiring managers: 

1. Do you have any previous sales experience?

This question seeks to understand the candidate’s background and experience in sales, relevant to the Sales Project Consultant role.

Sample answer: 

“Yes, I have significant previous sales experience. I’ve worked in various sales roles, including account management and business development, where I’ve consistently met and exceeded sales targets. This experience has equipped me with valuable skills in client interaction, negotiations, and project management, which I believe will be highly beneficial in this Sales Project Consultant role.”

2. Can you handle a 100% commission job?

This question assesses the candidate’s willingness and suitability for a commission-only compensation structure.

Sample answer:

 “I have experience working in commission-based roles, and I understand the dynamics of such compensation structures. While I am open to considering a 100% commission job, I would need to evaluate the specific product or service, market conditions, and potential earning opportunities to ensure it aligns with my financial goals and career expectations.”

Check more interview questions for this role here.

Real-life sales executive interview questions

A Sales Executive is responsible for driving revenue growth by identifying and pursuing sales opportunities, building and nurturing client relationships, and closing deals. They develop sales strategies, manage accounts, and focus on achieving sales targets and customer satisfaction.

These are 3 helpful questions that hiring managers suggest: 

1. If you were trying to sell something and kept getting denied, when would you stop pursuing the potential customer?

This question assesses the candidate’s persistence and judgment in sales situations where prospects repeatedly decline.

Sample answer: 

“In sales, persistence is essential, but I also recognize the importance of respecting a potential customer’s decision. I would continue pursuing them as long as there’s a chance to address their objections or evolving needs. However, if it becomes clear that our product or service is not a fit or if they express a strong disinterest, I would gracefully acknowledge their decision and shift my focus to more promising prospects.”

2. What are the most important things to consider when evaluating a deal?

This question explores the candidate’s understanding of deal evaluation criteria and their ability to assess the viability and value of potential sales.

Sample answer: 

“When evaluating a deal, several factors are crucial, including the prospect’s needs and budget, the fit between our product or service and their requirements, the potential for a long-term relationship, and the competitive landscape. Additionally, assessing the deal’s profitability, timeline, and potential for upselling or cross-selling opportunities is essential.”

3. How would you manage your time when handling new client business, making referrals, and upselling clients? Which tasks are you most comfortable with?

This question examines the candidate’s time management skills and preferences regarding different sales tasks.

Sample answer: 

“Managing my time effectively involves setting priorities based on the potential impact on revenue and customer relationships. New client acquisition is a top priority, followed by maintaining and nurturing existing client relationships. 

“Making referrals and upselling are also important, but my comfort zone lies in building new relationships and expanding our client base. However, I understand the value of all these tasks and approach them with dedication and a customer-centric mindset.”

Real-life sales manager interview questions

A Sales Manager leads and supervises a sales team, setting goals, providing guidance, and ensuring sales targets are met. They develop sales strategies, mentor team members, and drive revenue growth for the company.

These 2 questions are the most important ones to ask, according to real-life hiring managers:

1. How would you describe what our company does to a child?

This question evaluates the candidate’s ability to simplify complex information and effectively communicate the company’s offerings.

Sample answer: 

“I would tell a child that our company helps people by providing things they need or want. We offer products or services that make their lives better, like toys or games that they enjoy playing with.”

2. What questions would you ask when you cold-call a prospect?

This question assesses the candidate’s approach to prospecting and their ability to initiate meaningful conversations during cold calls.

Sample answer: 

“During a cold call, I’d start by introducing myself and briefly explaining why I’m calling. Then, I’d ask open-ended questions to understand their needs and challenges. Questions like ‘Can you tell me about your current situation?’ or ‘What goals are you trying to achieve?’ help uncover opportunities to provide value and tailor my pitch accordingly.”

Real-life regional sales manager interview questions

A Regional Sales Manager oversees the sales team’s performance and strategy within a specific geographic region. They set sales targets, develop sales plans, train and mentor sales representatives, and collaborate with other departments to achieve revenue goals and expand market presence.

Here is the most popular question between hiring managers: 

1. You just joined our company as Regional Sales Manager. What is your action plan for the first three months?

This question assesses the candidate’s strategic thinking and readiness to take on the role by outlining their initial plan and priorities.

Sample answer: 

“In the first three months, I would focus on three key areas: team assessment and alignment, customer and market analysis, and goal setting. I’d start by understanding the team’s strengths and areas for improvement, ensuring they are aligned with company goals. 

“Simultaneously, I’d dive into market and customer data to identify opportunities and challenges. With this information, I’d set clear, achievable sales targets and develop strategies to drive performance and growth.”

Business development roles

Real-life business development manager interview questions

A Business Development Manager is responsible for identifying growth opportunities, building client relationships, and expanding a company’s market presence. They develop strategies for acquiring new clients, nurturing referrals, upselling existing clients, and evaluating deals to drive revenue growth.

Here are 5 questions from real hiring managers with sample answers for each:

1. How would you manage your time when handling new client business, making referrals, and upselling clients? Which tasks are you most comfortable with?

This question evaluates the candidate’s time management skills and their comfort level with different aspects of business development.

Sample answer:

 “Effective time management involves prioritizing tasks based on their potential impact on revenue. New client acquisition is a top priority, followed by nurturing referrals and upselling existing clients. I am most comfortable with building new client relationships as it aligns with my strong interpersonal skills and ability to identify and seize growth opportunities.”

2. What are the most important things to consider when evaluating a deal?

This question explores the candidate’s understanding of key factors to consider when assessing the viability and value of potential deals.

Sample answer: 

“Evaluating a deal requires assessing factors like the prospect’s fit with our ideal customer profile, their budget, the potential for a long-term relationship, competitive landscape, and profitability. Additionally, considering the deal’s timeline, scalability, and potential for upselling or cross-selling is crucial.”

3. How do you manage the various touchpoints to convert a prospect to a client in terms of length of time?

This question assesses the candidate’s approach to managing the sales process and the duration of interactions with prospects.

Sample answer: 

“Managing touchpoints involves creating a structured sales funnel with clear milestones. The length of time varies based on the prospect’s readiness. My approach is to build trust gradually through personalized communication, addressing objections, and demonstrating value. I adapt the pace to match the prospect’s comfort and buying timeline.”

4. Describe the ways in which you stay updated on your target market. What is your go-to strategy?

This question explores the candidate’s commitment to staying informed about their target market and their preferred methods for doing so.

Sample answer: 

“I stay updated through continuous market research, industry publications, and attending relevant webinars and conferences. Networking with industry peers and maintaining a strong online presence also helps. 

“My go-to strategy is to engage in regular conversations with existing clients and industry experts to gather insights and trends, ensuring that our approach remains relevant and competitive.”

5. Describe a recent sale that you lost. What could you have done differently?

This question assesses the candidate’s ability to reflect on and learn from unsuccessful sales experiences.

Sample answer: 

“I recently lost a sale due to a misunderstanding regarding the client’s immediate needs. In hindsight, I could have conducted a more in-depth needs analysis to uncover their priorities and timing better. By aligning our offering with their immediate requirements, I believe I could have provided a solution that better met their expectations and closed the deal.”

Real-life business development representative interview questions

A Business Development Representative is responsible for generating and qualifying leads, identifying potential clients, and nurturing initial relationships. They play a vital role in the sales process, laying the foundation for future business opportunities.

These 3 questions are coming from real hiring managers: 

1. What is a buyer persona?

This question assesses the candidate’s understanding of a fundamental concept in sales and marketing: the buyer persona.

Sample answer: 

“A buyer persona is a semi-fictional representation of an ideal customer. It includes demographic, psychographic, and behavioral characteristics, helping us understand their needs, preferences, and pain points. Creating buyer personas allows us to tailor our sales and marketing strategies to better connect with and serve our target audience.”

2. Why do you want to represent our company?

This question evaluates the candidate’s motivation and alignment with the company’s values and mission.

Sample answer: 

“I want to represent your company because I genuinely believe in the value of your products/services and your commitment to customer satisfaction. Your reputation for innovation and excellence in the industry aligns with my values, and I’m excited about the opportunity to contribute to your continued success.”

3. What do you know about our company and the products/services that we offer?

This question assesses the candidate’s knowledge and research about the company and its offerings.

Sample answer: 

“I have researched extensively and know that your company is a leading provider of [mention specific products or services], known for its quality and innovation. Your commitment to [mention any specific company values or goals] sets you apart in the market. I’m particularly impressed by [mention a recent achievement or milestone], which reflects your dedication to excellence.”

Real-life sales development representative

A Sales Development Representative is responsible for generating and qualifying leads through outbound prospecting efforts. They initiate contact with potential customers, gather information, and nurture initial relationships, laying the groundwork for the sales team.

Here are 2 questions from real hiring managers you should ask in an interview:

1. Describe a time when you engaged a prospective customer.

This question assesses the candidate’s ability to share a specific engagement experience with a potential customer, highlighting their communication and prospecting skills.

Sample answer: 

“I recently engaged a prospective customer through a cold email campaign. After personalized research, I crafted a tailored message highlighting how our product could address their specific pain points. This led to a productive conversation, where I gathered valuable insights and set the stage for further discussions.”

2. How do you handle rejection?

This question explores the candidate’s resilience and ability to cope with rejection, a common aspect of the sales development role.

Sample answer: 

“Handling rejection is part of the job, and I see it as an opportunity to learn and improve. When faced with rejection, I maintain a positive attitude and take it as feedback. I analyze what went wrong, refine my approach, and persistently move forward. Rejection is just a step closer to a ‘yes’.”

Check more interview questions for this role here.