When hiring a top-performing salesperson, you want to find someone self-motivated who easily handles rejection and is persistent. Therefore, when evaluating how much sales training the potential new hire might need, I ask the following five sales interview questions to gauge sales competency – check them out below.Â
5 Sales Interview Questions to Gauge Sales Competency
Here are 5 sales interview questions to help you gauge sales competency.
1. What does a qualified prospect look like?
By asking this question, you’ll determine if they understand what makes a high-quality prospect. They should understand what we call the 3As of qualifying.
Ask – They need your product or service
Afford – They can afford your product or service
Authority – They have the authority to make the buying decision
Also read:
- How To Hire Sales Professionals
- 3 Ways To Use Artificial Intelligence (AI) for Sales Training
- How To Create An Effective Sales Playbook For Your Sales Team
2. What questions do you ask during a sales presentation?
A great salesperson can listen as well as they talk. They should know what questions to ask to diagnose the prospect’s needs so they can propose the right solution. As you listen, get ready to match their plot with your own story—one where similar challenges were met with triumph thanks to your solution. This way, you’re not just proposing a product but offering a path to a happy ending.
3. What do you do when a prospect says “no”?
You want to find out how they handle objections and rejection. Do they have the confidence to find out why the prospect said “no” to see if there is still an opportunity for a “yes”? Can they quickly move on after a lost sale ready to close the next one?
4. What does it take to close a sale?
Too many salespeople go through the sales process and wait for the prospect to close the sale. A top-performing salesperson will know how to use different questions to ‘trial close’ or ‘hard close’ a sale based on the progress of the sale.
5. How do you get referrals and repeat business?
An excellent salesperson doesn’t see customers as a 1-off transactional deal. They see them as long-term partners who can refer business and will return for more. Look for a salesperson who knows how to increase referrals and repeat business.
Also read: 14 Common Sales Interview Questions and How to Answer Them
Hone Essential Management Skills & Build High-Performance Sales Teams
A high-performing team is highly motivated. They take on challenges with an eagerness to exceed expectations, and they don’t blindly follow orders; they look to improve upon them.
Leading a team to new heights takes understanding your team’s unique strengths, how to navigate uncharted territory and how to inspire them to reach their maximum potential. It takes a talented leader to do that.
Join SOCO’s Management Mastery course, where we cover the essential management skills every leader needs to bring out the best of their team, whether they’re working in the office, at home, or in a blended environment.
