Sales representative interview questions, with a scoring guide
Finds and closes new business and looks after existing accounts. Here are 18 questions for a sales representative interview. Each comes with a follow-up and a 1 to 5 scoring guide so you can compare candidates fairly.
Use these as a free interview guide
Questions specific to the sales representative role
Role-specific
Walk me through how you'd build a list of prospects in your first month here.
1 WeakNo idea.
3 SolidWould ask the manager.
5 StrongA clear plan: target customers, where to find them, and outreach rhythm.
Role-specific
Tell me about your best month in sales. What made it work?
1 WeakCan't recall.
3 SolidLuck or a big customer.
5 StrongSpecific activities they controlled that led to the result.
Role-specific
How do you handle a customer who says your price is too high?
1 WeakDrops the price right away.
3 SolidDefends the price.
5 StrongAsks questions, shows the value, and knows when to walk away.
Behavioural questions by skill
Behavioural questions ask about something the person actually did. Past behaviour is a better guide than "what would you do" answers alone.
Sales and persuasion
Finds what the customer needs and closes.
Tell me about a sale you're proud of.
Follow-up: What made it work?
1 WeakNo example.
3 SolidTook an order.
5 StrongFound the customer's need and matched it.
Describe a time a customer said no. What did you do next?
Follow-up: Did they come back?
1 WeakGave up or pushed too hard.
3 SolidAccepted it.
5 StrongAsked why, handled the concern, and left the door open.
How do you keep track of leads and follow-ups?
Follow-up: Walk me through last week.
1 WeakThey don't.
3 SolidInformally.
5 StrongA consistent system with real follow-up.
Communication
Explains clearly and keeps people in the loop.
Tell me about a time you had to explain something complicated to someone who was new to it.
Follow-up: How did you know they understood?
1 WeakCan't explain clearly, even in the interview.
3 SolidExplained it but didn't check understanding.
5 StrongUsed plain words or examples and checked they got it.
Describe a time you had to give bad news to a customer, coworker or manager.
Follow-up: What did you say first?
1 WeakAvoided it or left it to someone else.
3 SolidDelivered it, but bluntly or late.
5 StrongDelivered it early and clearly, with a next step.
Tell me about a time a misunderstanding caused a problem at work. What did you learn?
Follow-up: What do you do differently now?
1 WeakBlames the other person entirely.
3 SolidFixed the issue with little reflection.
5 StrongFixed it and changed how they communicate, such as confirming in writing.
Initiative
Sees what needs doing and does it.
Tell me about something you did at work that wasn't part of your job but needed doing.
Follow-up: How did you notice it?
1 WeakNothing comes to mind.
3 SolidHelped when it was obvious.
5 StrongSpotted the need and handled it without being asked.
Describe a time you had downtime at work. What did you do with it?
Follow-up: Was that normal where you worked?
1 WeakWaited to be told.
3 SolidAsked what to do.
5 StrongFound useful work such as prepping, cleaning or learning.
Tell me about a skill you taught yourself because it would help at work.
Follow-up: How did it help?
1 WeakNone.
3 SolidLearned only when required.
5 StrongLearned it on their own and can say how it helped.
Organizing and time management
Plans the work and meets deadlines.
Walk me through how you plan a typical work day.
Follow-up: What do you do when the plan falls apart?
1 WeakNo plan.
3 SolidA loose plan.
5 StrongA clear system, such as a list or calendar, and how they adjust it.
Tell me about a time you had several deadlines at once.
Follow-up: How did you decide the order?
1 WeakMissed some without warning.
3 SolidMet them by working late.
5 StrongPrioritized, planned, and met them or flagged early.
Describe a system you use to keep track of tasks, orders or paperwork.
Follow-up: Show me how you'd use it on your first day here.
1 WeakNone.
3 SolidMostly memory.
5 StrongA reliable system with an example.
Adaptability
Handles change without losing their footing.
Tell me about a time your plans or duties changed at the last minute.
Follow-up: How did you feel about it at the time?
1 WeakComplained or resisted.
3 SolidAdjusted, but grudgingly.
5 StrongAdjusted quickly and helped others adjust too.
Describe the biggest change you've dealt with at work, such as a new system, manager or process.
Follow-up: What helped you get used to it?
1 WeakStill negative about it.
3 SolidGot used to it eventually.
5 StrongLearned it early and found what was useful about it.
Tell me about a time you had to do a task you'd never done before.
Follow-up: What did you do to get up to speed?
1 WeakRefused or avoided it.
3 SolidDid it with a lot of help.
5 StrongAsked the right questions, got going, and learned fast.
Prescreen questions for sales representative candidates
Ask these on a five-minute phone call or send them as a form before you book interviews.
- Are you legally entitled to work in Canada? (Yes / No)
- Which days and times are you available to work?
- When could you start?
- What pay are you looking for?
- What interests you about this job?
- This role includes travel to customers. Do you have a valid driver's licence? (Yes / No)
How to score the answers
- Ask every candidate the same questions in the same order. That's what makes scores comparable.
- Write down what they did, not your impression. "Closed alone on a Saturday and restocked for the morning" beats "seems reliable".
- Score each answer from 1 to 5 against the guide under the question. A 3 is a solid, acceptable answer.
- Average the scores and read the notes behind any big gap between interviewers.
- Check references on the areas where you're least sure.
Questions to avoid
In Canada, hiring questions should be about the job. Human rights laws protect people from being treated differently because of things like their age, family status, disability, religion, race, place of origin, sex, sexual orientation or gender identity. Stay away from questions like these:
- "How old are you?" or "When did you finish high school?"
- "Do you have kids?" or "Are you planning a family?"
- "Where are you from originally?" (You can ask: "Are you legally entitled to work in Canada?")
- "Do you have any health problems?" (You can ask: "This job involves [a real duty]. Can you do that, with or without accommodation?")
This is general information, not legal advice. Rules vary by province.
Questions
What should I ask in a sales representative interview?
Ask about the parts of the job that matter most: sales and persuasion, communication, initiative, organizing and time management, plus role-specific questions such as "Walk me through how you'd build a list of prospects in your first month here." Ask every candidate the same questions so you can compare them fairly.
How do I score a sales representative interview?
Score each answer from 1 to 5 against a short guide that describes a weak, solid and strong answer. Score what the person actually did in their example, not how confident they sounded. Then average the scores and read the notes behind any big differences.
What should I ask before interviewing a sales representative?
Use a short prescreen: work eligibility, availability, start date, pay expectations and the must-haves for the role, such as "This role includes travel to customers. Do you have a valid driver's licence?"
Turn this page into a ready-to-use interview guide
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