Sales Interview Questions
Are you comfortable cold calling?
"Absolutely. I enjoy reaching out to people with new products and ideas." For example, my first internship with the Allen Americans Hockey Team involved cold calling to sell season ticket and suite packages. That was my first experience with cold calling and although I was nervous at first, once I got the hang of it and got to know my customers it was very smooth sailing from there on out.
How do you handle negative customer reactions?
"I always try and set up a callback time, bc I don't want the customer to miss out on the valuable product or service we are offering them" For instance, when someone would say that they were too busy to answer any questions or hear the information I had to offer about ticket packages or suites, I would try to set up a time that it would be more suitable for them. It's all about the first touch, so if you're able to make a positive impact on that first touch even if you aren't able to keep them on the phone, I think they would be more willing to take time to listen to what you have to say whenever you set a callback time.
Why are you the best person for the job?
"I am a self-motivated person who is willing to go above and beyond on any project, and to learn valuable skills on my own time. When I come across bumps in the road I research on my own how to solve the issue and find any way to resolve the problem without constantly asking for help. Ya know at the end of the day I may only have a year and a half worth of business experience so far but I think what sets me apart is that I will out work anyone. I'm always taking my work home with me in order to ensure I am on top of everything and can compete. It's not what everyone wants to do when they get home but I think it almost gives me a sense of ease to know that I am learning everything I need to know so that I won't be behind and can be the most successful version of myself in my career.
Why should we hire you?
"I have a passion for application development that's grown stronger over the course of my career. The company's mission aligns with my personal values and, from my limited time in the office, I can already tell this is the sort of positive culture in which I would thrive. I want to work for a company that has the potential to reshape the industry, and I believe you're doing just that." already taking initiative to get better at Excel for this job: I have taken several workshops on Microsoft Office products, and have worked with the newest version and previous versions, going back to the 1997 version. So, I am very comfortable with the Microsoft Office suite of products. "And if you ask my boss and co-workers about me, they'll tell you that I'm someone you can rely on 100%. They know I'll do my best to come through for you when things get tough, like when the system went down and I quickly got them their numbers manually. "After doing research on your company, I'm even more excited about the chance to work here. I know I can do a great job for you. You're looking for someone to manage your bookkeeping system. Well, I not only handled all the accounts payable and receivable for my last employer, the XYZ company, but I came up with a way to improve their system and wound up saving them over $100,000."
What interests you about this role?
"I want this job because I am looking for an opportunity that lets me exercise my sales skill and eye for detail. I feel this position will allow me to succeed because my interpersonal skills help me establish meaningful relationships with vendors, and my broad experience thus far allows me to confidently manage invoices and customer concerns."
How do you handle stress?
"I'm able to stay calm when I focus on the bigger picture and break down my projects into smaller tasks. What is the ultimate goal I'm trying to achieve? From there, I make a list of action items with reasonable deadlines. Even if the big project is due tomorrow, I ask myself, 'What's something I can tackle in the next 30 minutes?' Before I know it, I've made significant progress and that impossible project doesn't seem so impossible."
Where do you see yourself in five years?
"In five years, I'd like to be an industry expert in my field, able to train and mentor students and entry-level designers alike. I would also like to gain specialized experience in user experience to be a well-rounded contributor working with design and marketing teams on large-scale projects that make a difference both in the company and the global community." My hope is to learn as much as possible about banks and banking services. My short-term goal is to become an excellent cashier and then, possibly move on to jobs with more responsibility in the bank as I gain experience and knowledge about banking. Longer-term, my goal is to become a supervisor, possibly in customer service, loan processing, or another aspect of banking. My hope is that this is the beginning of a long career working for this bank, which progresses logically.
What motivates you?
"Success is what motivates me to do a good job. Knowing the fact that my hard work and perseverance will help me achieve greater professional success is what keeps me going. ... Motivation is seeing the organization grow which ultimately leads to personal achievement and success" "I like challenging myself and advancing on a personal level. That's what attracted me to Sales to begin with. It's personally challenging, it forced me to develop new skills that I never would have attempted on my own - like cold calling somebody or starting a conversation with a complete stranger. It's changed my confidence level and my entire life, not just my career, and this continues to keep me motivated and get me through tough days, or days where things don't go my way."
Do you have any questions?
"What do you love about working for this company?" "What would success look like in this role?" "What are some of the challenges people typically face in this position?"
What did you like least about your last position?
"While I enjoyed my time learning and growing in my last job, there was a lack of opportunity in the way I wanted to progress in my career. I was looked over for a promotion that everyone thought I was deserving of but instead leadership only cared about experience driving success instead of taking a step back to look at results and how I was overachieving and surpassing people that had been there longer than me. I deeply enjoy being challenged and getting better at what I do, which I understand is a top priority for managers at your organization. That's why I'm excited to continue having conversations about this opportunity."
What do you want to accomplish in the first 30 days of this job?
"Within 30 days, I plan to get to know the people I'll be working with the most and to be comfortable with them. Within 60 days, I plan to have a solid understanding of the industry, the company and the competitive landscape so that I can hold my own in any conversation about the company. Within 90 days, I plan to meet the goals that have been set for me." I'll spend the first month learning as much as possible and getting to know the team I'll be working with. I'll work on cultivating positive relationships with co-workers. I plan to come in early and stay late in order to expedite my learning. I will ask my manager for suggestions of key employees to engage with. I'll ask lots of questions about goals and methods.
Questions to ask the interviewer?
-What qualities does a successful salesperson at your company possess? -What do you see as the most difficult challenges for the sales team at this company? -How do you motivate your sales staff? -What does a typical work day/week look like at this company?
What interests you most about this sales position?
Although I am not very familiar with the industry as a whole I am continually motivated by the challenge of selling something new. I love learning new things and have always been the type of person to take my work home with me to study the ins and outs of the industry to ensure I am on top of anything that is thrown my way. Crafting a pitch and landing a new client is a satisfying process. By doing this, I am hoping to not only excel as a salesperson by investing myself in this company but also by adding significant value to your company by gaining new clients and relationships. Opportunities for progression. For example, internal qualifications, networking opportunities or management training schemes. You want to work in a professional, team-oriented environment which values collaboration and knowledge sharing. Mention always being online no matter the social media platform so I feel like I have a good sense of what would catch my eye and the most effective ways to draw people in based on their interests and browsing habits.
Tell me about a time you lost a sale
Even though I didn't have much cold calling experience it was still a let down whenever my first no rolled around when a customer did not want to renew or purchase a ticket package. I guess for me "I didn't fully understand the customer's pain points. Now, I know to always ask these additional discovery questions, so that I'm better able to meet customers' needs."
Tell me about how you dealt with a difficult challenge in the workplace.
Getting told off on the phone that I was doing too much and that I was soliciting and if I called again I would be getting sued. (Medicus) Pulled the call recording to have my supervisor listen to how the call went and since it was one of my first calls he was able to give me a lot of feedback as far as how to be more patient and have a tone that lets the other person know that that was never the intention but that I had a great service that I knew could help him out. It's very easy to get frustrated and just say "ok, ok, ok" because you are being attacked. (Pony) A man cussed me out on the phone because he said I was low balling him as far as what price we could offer him for his minerals (they were depleting and a lot of people don't take that into consideration) he told me to tell my manager to get a real job and quit scamming people. I went to my supervisor and explained what happened and asked how I could've handled something like that in a better way than trying to calm the guy down and he explained to me that it's not uncommon for this to happen and I handled it very well. But at the end of the day this is my job and I'm doing what I'm asked to do so I can't do much about an angry person. Especially if the prices are proven to be competitive and all conducted by our best engineers who monitor the market.
What motivates you?
I am motivated by a challenge, I will spend time showcasing a product or service to the best of my ability in order to help the customer understand the benefits. I'm motivated by the desire to beat my previous sales goals. I strive to always do better. I like helping clients get the deal they need, even if they don't know it yet when we start talking. My goal is always to make a sale that will leave us both happy so that we can continue to grow our business together for years to come.
What is most rewarding about a career in sales?
I believe that good customer service is key: involving skills such as listening to the customers, helping resolve their issues, and providing a prompt response to any problems that arise. Through this, I am helping guide customers toward making the right decision about a service and that is rewarding in itself. I pride myself in making sure that a customer knows everything about the service they're being provided. I hate the hidden agent type aspect and always like to be transparent with clients bc I think that's more respectable that trying to get business a sneaky way just to hit quota. For instance, at Medicus a lot of times people would accuse us of not telling the whole truth up front and wasting their time and it always made me uncomfortable. But our bosses made it very clear that we stick to the first touch script and once we booked the webinar then we would dive into more detail and that was tough because it seemed sneaky. Not to mention, great customer service is involved in every step of the process, including before, during, and after which affects how customers feel about the service, company, staff, etc.
What are your greatest weaknesses?
I have a very strong attention to detail. Sometimes, this can turn into a tendency to perfectionism. In the past, I found this leading me to triple-check every item on a spreadsheet, closely proofread emails to ensure I'd communicated what I was trying to get across in a clear, concise way, or fiddle with the layout of a presentation to ensure that it was perfect. I've since learned to successfully budget my time and gauge which tasks require and actually benefit from this level of precision. LETTING MYSELF GET TOO STRESSED!!!!!! Time blocking: I'm making a huge effort to work smarter, not longer. I've begun responding to emails in batches so I don't waste hours every day sorting through my inbox. I write down five goals every morning so that I'm focused on the priorities. I try to take my meetings outside so that I get some fresh air and exercise while we talk. These productivity changes have helped me compress the amount of work I accomplish into fewer hours—which also means I can produce higher-quality work.
How do you keep yourself organized?
I like to keep a checklist and make sure that each item gets the attention it needs. Yes, sometimes a little too much so. I make sure that everything is neat and in order. I am a very organized and thorough person, which I think contributes to my success. Yes, I use several online and desktop tools to stay organized. On Monday of each week, I review my calendar and highlight the key things I need to accomplish. I make it a point to set up reminders and write to-do lists. Then I carve out blocks of time to devote to particular tasks, so I have designated steps and the required time allocated to meet those goals.
What are your strengths and weaknesses?
I think for me my strengths would be that I am *self-motivated, determined to get the job done, I am detail oriented, time efficient, and competitive.* Another important strength I possess would be *my ability to be personable and a good listener.* I believe that these things will help assist in *understanding customer needs and generally relating to customers.*
How long do you expect to work for this company?
I'm confident that this company can offer me a fulfilling and exciting career and I want to remain with you as long as I'm having a positive impact on the enterprise. I want to be able to stick with you guys for as long as you will allow me to stick around. After leaving my first job to go to Pony Oil to getting laid off, I'm looking for a steady permanent place to call my work home.
Why do you want to work here?
I'm most excited to learn something completely out of sight from what I've learned in the past. I know that with everything I know thus far that I will be able to catch on quickly and I always have fun stimulating my brain when I get to learn new things. I'm excited to start a new life in Nashville and dedicate all my time to honing my craft and really performing well. Another big thing is finding a company with a positive work environment and values that align with my own has remained a priority throughout my job search, and this company ranks at the top of the list. Just based off of my research and what you told me as far as the 401k match and health benefits is also a huge thing for me, which I've found not every place offers--and that makes a huge difference to know that your employer cares enough about the employees to have a system in place like that. Because my last job didn't have any 401k plan and that was tough.
How should a commission plan be structured?
Most employers are looking for partners who can help grow the company, not sales mercenaries who hit targets at any expense. It's frustrating for interviewers when candidates talk about commissions with only themselves in mind. Avoid that, and you'll be ahead of the game.
How would your former supervisors describe your personality?
My former supervisors would describe me as extremely organized and great at time management. During projects at both PPI and with the Allen Americans, my bosses were very appreciative of my ability to get things done efficiently and effectively so as to not set them back on their timelines. My former supervisor at PPI would say that I was a great independent thinker who enjoys working on their own when the need arises. I would agree that I am a very independent person in general and some of my best work comes out of that. But I am also a great team player and work very well with others in a team-oriented environment. At Medicus Firm, my supervisor would say that I am eager to do the best work I can do. Giving 110% at all times. He was really sad to see me go and said I was destined to do great things in my career.
What are your goals for the future?
My long-term goals involve growing with a company where I can continue to learn, take on additional responsibilities, and contribute as much value as possible to the team. "I would like to continue developing my sales expertise as well as over the next several years. One of the reasons I'm interested in working for a fast-growing company is that I'll have the ability to learn and collaborate with many different departments. I believe this experience will serve me well in achieving my ultimate goal of becoming the best salesperson I can be with a company that supports my growth."
Describe a time you went above and beyond at work.
She didn't have a lot of money or resources to be able to virtually send things and sign things for us so I took extra time to buy Adobe Acrobat on my home computer, send her documents with a place for her to e-sign the documents and get back to us since she didn't have a printer or the money to pay for it at kinko's. A lot of my colleagues were very impressed for my willingness to help pull this deal through that I would go to these lengths to make it happen. Trying to contact a lady that was clearly ignoring me at Pony Oil and her changing her voicemail to say "if this is Makenzie Jones from Pony Oil please do not leave another message" which sounds incredibly excessive that I would contact her that much. But it was required of us to call each person 3 times during business hours, 1 weekend and 1 after hours and our CEO said I got bonus points for not backing down.
What is the name of our CEO?
Terry Metze
What makes you a great salesperson?
There are a mixture of qualities that I believe make me a great salesperson including being detail-oriented, patient and ambitious. Being detail-oriented and ambitious helps in making sure that I know everything there is to know about the product or service I'm selling so that I can answer any questions a customer may have to their satisfaction. I really like to make sure that my customers are thoroughly informed, and that I provide the best possible service. I believe my ability to have patience aids in the fact that I will be able to take the time to let a customer weigh their decision carefully, ask as many questions as they want, and not put too much pressure on them, helping them feel more comfortable working with me.
What differentiates you from our other candidates?
Through my previous positions in different industries I have amassed and honed a unique skill set that makes me a well-rounded and versatile worker. I am able to tackle issues with a wide perspective and formulate effective problem resolution options. In my jobs I have also had the opportunity to work with and under people with various personality types- so I am able to understand and work with different work styles- which helps me with team projects as well as when working on projects independently. These traits- along with my genuine desire to help others and knack for organization- help to set me apart from my peers.
What makes you unique?
What makes me unique is my broad range of experience (and although I might not have as much as the next person) I've been in two very different career paths with very different leadership that I think helps me to bring a lot of great sales insight to the table. Seeing as both of my past jobs were very opposite of each other, I can vouch for myself being a very dedicated learner and motivated to be in the loop about all the ins and outs of the job field. I am a very thorough person as well so once I plan to attack a new field of study I dedicate a ton of resources and time to understanding everything so I'm not at a disadvantage in the selling field.
What motivates you to sell?
What motivates me to sell is that *I feel a great sense of pride when I complete a sale and provide a great product/service to a new customer.* *With my competitive nature, I enjoy achieving and surpassing sales goals.* I am also very optimistic, meaning *I see setbacks as opportunities to learn and grow.* There is always an end solution and I am good at finding those and conquering the task at hand.
What is your greatest accomplishment?
being able to meet all my sales goals and bring in more contracts than people that had been there or were "better than me based off experience" My first month at Pony Oil I was able to seal the deal on a lady wanting to sell her minerals. And i think that was eye opening for my managers and the people sitting around me that went to school to be petroleum engineers and not like it was a rub in the face thing but I think a lot of people were shocked that it happened so quickly with my zero experience in the field. I think that just goes to show that if you have a strong enough mind set and will to conquer something new that you will always succeed.
What do you know about this company?
iRis Networks is a Tennessee-based company that provides state-of-the-art, business communications solutions for voice, video and data across 5000 route miles of fiber in and around Tennessee. iRis is uniquely positioned because it provides a gateway of broadband transport to over 100 rural communities in Tennessee, Kentucky, and Alabama. iRis also provides fully redundant high capacity connectivity between the larger regional markets of Nashville, Knoxville, Chattanooga, Memphis, and Atlanta. At Iris, we're working hard to connect people, offices, ideas and our region with the most robust, reliable business communications solutions. Operating a 5,000-mile fiber network, we're expanding our digital footprint across Tennessee and parts of Alabama, Georgia and Kentucky. *With iRis, you get the best of both: global solutions that can handle big data needs, and a local partner with hands-on support for peace of mind and a better user experience. It's what we mean when we say, "Around the Corner, Around the World."* iRis Networks' next-generation, fiber-based infrastructure can deliver direct and diverse light-speed access from and through our region to anywhere in the world through highly scalable Carrier Ethernet solutions that provide the utmost quality and reliability. Turning LANs into WANs with amazing quality and flexibility, our Carrier Ethernet products deliver connectivity that enables businesses to connect farther and quicker than ever before, with unbelievable bit rates. *Reliability and instant access to high-capacity bandwidth are what today's businesses need to thrive. As demands increase, so must your Internet Access capability. Rely on iRis Networks' robust fiber infrastructure to deliver and transport bandwidth loads necessary for enterprise-level businesses and beyond.* Based on these things I've seen about this company, I am very excited at the prospect of being part of the sales team. I believe that my skills and experiences make me a good fit for the company, based on what I know so far
What are you passionate about?
talk about competitive sports and how thats helped mold your mind set in sales
