Why do they ask?
Salespeople are passionate. It's a high-stress field, and employers want to know that you have self-awareness and the ability to work as part of a team. If you can't effectively contribute to a team's dynamic, collaborate with others, and thoughtfully resolve conflicts with coworkers, you're more or less doomed to detract from the success of your sales organization.
How to respond
Be honest with this answer and give specific examples like, “In my last position, I worked closely it directors managers email lists with a BDR with a very different communication style than I did. We clashed from the beginning because I am an external thought processor and he was an internal processor. Ultimately, we took some time together to find ways that he could be more explicit in articulating his ideas and how I could be more grounded in listening to him and offering feedback.”
Why do they ask?
This question is a way to help interviewers get a sense of how passionate you are about sales in general—a chance to see that you're in the field because you want to, not just because you're trying to make money. Keeping up with industry trends demonstrates motivation, sincere interest, and commitment to professional growth and development.
How to respond
If you're not reading the latest industry books, listening to sales podcasts, or following the most popular blogs, how are you keeping your skills sharp? Always come armed with a few ways you're learning and improving your craft.
«Tell me about the hardest sale you've ever made.»
Why do they ask?
Interviewers ask this question to give you the opportunity to tout a major accomplishment, articulate your problem-solving skills, demonstrate critical thinking, and show how you've leveraged the skills you've learned throughout your professional development.
They also want to see passion here. You're talking about something you're very proud of, and they'd like to see some enthusiasm that will carry over when you take on your new role.
How to respond
Every salesperson has that sale that took a year to close, went through 37 levels of bureaucracy, or required them to win over an entire team that wanted a different product. Tell that story and be specific. Talk about how much time you spent on the sale and how you justified that time.
You want to demonstrate how you thought strategically about your time and your company's resources, not how much time you wasted closing a small deal. So make sure the deal in question has a big payout.
“Have you ever had to break up with a client or prospect? How did you approach that?”
Why do they ask?
This question sheds light on your capacity for empathy, assertiveness, strategic thinking, and communication skills. It lets interviewers know that you have a good sense of when it's time to cut your losses with prospects, the confidence to act on that sensitivity, and the touch needed to end relationships amicably and thoughtfully.
Breaking up with prospects isn't for the faint of heart, but it's a necessary part of sales. It shows that you're confident in your ability to work on other deals, you know what's best for your client, and you're fierce in protecting your company's resources.
How to respond
Identify an instance where a relationship with a prospect or client didn’t work out. Lay out exactly why they weren’t a good fit and highlight the moment you realized that was the case. Then, talk about how you communicated with them calmly but assertively, ended the relationship gracefully without burning the bridge, and benefited from moving forward.
«Why did you pursue a career in sales?»
Why do they ask?
Like some of the other questions listed here, this one helps interviewers gauge how much skin you have in the game. They want to know that you have a very personal interest in what you do, that you approach your career with passion and sincere interest.
