25 Insurance Sales Manager Interview Questions and Answers

An insurance sales manager is responsible for leading and motivating a team of insurance sales agents to sell policies and meet quotas. If you’re looking to move into this role, you’ll need to be able to not only sell insurance policies but also manage and train other salespeople.

When you go in for your insurance sales manager interview, you can expect questions about your experience in sales, your ability to lead and motivate a team, and your knowledge of the insurance industry. The interviewer will also want to know if you have any experience managing a budget and whether you’re familiar with insurance sales software.

To help you prepare for your interview, we’ve compiled a list of sample insurance sales manager interview questions and answers.

1. Are you comfortable cold calling potential clients to sell your company’s insurance products?

Cold calling is a common sales technique used by insurance salespeople. Employers ask this question to make sure you are comfortable with the process and understand how it works. In your answer, explain that you have experience cold calling clients in the past. Explain what techniques you use to make the process as effective as possible.

Example: “Absolutely. I have extensive experience in cold calling potential clients to sell insurance products. During my previous role, I was able to successfully increase sales by 20% through cold calling alone. I’m confident that I can bring the same level of success to your company and help you reach your goals.

I understand that cold calling can be intimidating for some people, but I am comfortable with it because I know how to build relationships with potential customers. I always try to make sure that I’m providing value to each customer by offering them tailored solutions based on their needs. My goal is to not only meet their expectations, but exceed them.”

2. What are some of the most effective strategies you use to close a sale?

This question can help the interviewer determine how you approach sales and whether your strategies align with their company’s goals. Use examples from previous experiences to highlight your ability to close a sale, manage client relationships and achieve business objectives.

Example: “I believe that the most effective strategies for closing a sale are those that focus on building relationships with customers. I strive to understand my customer’s needs and develop trust through open communication. My approach is to provide them with all of the information they need to make an informed decision, while also being respectful of their time.

I also use techniques such as asking questions about their current insurance policies and what improvements they would like to see. This helps me identify areas where I can offer more value or better coverage. Finally, I always emphasize the importance of having adequate protection in place to protect against unforeseen risks. By doing this, I’m able to demonstrate how my services will benefit them and why it’s important to have the right policy in place.”

3. How do you handle rejection when trying to close a sale?

This question can help the interviewer understand how you react to failure and whether you learn from your mistakes. It also helps them determine if you have a positive attitude that will be helpful in overcoming challenges. In your answer, try to emphasize your ability to overcome obstacles and remain motivated when facing rejection.

Example: “When I’m trying to close a sale, I always keep in mind that rejection is part of the process. It’s important to stay positive and not take it personally. My approach is to remain professional and courteous while understanding that sometimes people just aren’t ready to make a purchase.

I also use rejections as an opportunity to learn more about my customer and their needs. By asking questions, I can better understand why they are not interested or what other options might be available for them. This helps me tailor my sales pitch to better meet their individual needs and hopefully leads to a successful sale down the road.”

4. What is your experience with using digital marketing tools to promote insurance products?

Digital marketing is a growing field in the insurance industry, and employers may want to know if you have experience using digital tools to promote products. Use your answer to highlight any skills or knowledge you have with digital marketing and how it can benefit an organization’s sales team.

Example: “I have extensive experience with using digital marketing tools to promote insurance products. In my current role, I have been responsible for developing and executing successful campaigns that leverage a variety of digital channels such as email, social media, search engine optimization (SEO), and pay-per-click (PPC) advertising.

I am well-versed in the latest trends and best practices in digital marketing, and I understand how to effectively target potential customers through these channels. For example, I recently developed an SEO campaign that resulted in a 20% increase in website traffic within the first month. I also created a PPC campaign that generated over 1,000 leads in just two weeks.”

5. Provide an example of a time when you successfully overcame an obstacle in order to close a sale.

An interviewer may ask this question to learn more about your problem-solving skills and how you use them in the workplace. Use examples from previous jobs or describe a time when you overcame an obstacle while working on a project for school.

Example: “I recently had a situation where I was trying to close a sale with a client who was hesitant about signing the contract. After several attempts at persuading them, I realized that they were not comfortable with the terms of the agreement. So, I took the time to listen to their concerns and worked with my team to come up with an alternate solution that addressed their needs while still meeting our company’s requirements. We were able to create a custom plan for this particular customer that allowed us to meet both our goals. In the end, we were able to successfully close the sale and build a strong relationship with the customer. This experience taught me the importance of being flexible and understanding the customer’s needs in order to make a successful sale.”

6. If a potential client has questions about the terms of a particular insurance policy, how would you explain them?

This question can help the interviewer assess your communication skills and ability to educate clients about insurance policies. Use examples from past experiences where you helped a client understand an insurance policy or terms of service.

Example: “When a potential client has questions about the terms of an insurance policy, I always strive to provide clear and concise explanations. My first step is to listen carefully to their questions in order to understand what they are asking. Once I have a full understanding of the question, I will explain the relevant parts of the policy in simple language that can be easily understood. I believe it’s important to break down complex concepts into smaller pieces so that clients can better comprehend them.

I also make sure to give examples or analogies if necessary to help illustrate my points. This helps ensure that the client fully understands the information being presented. Finally, I’m always willing to answer any additional questions that may arise during the explanation process. By taking these steps, I am confident that I can effectively explain the terms of any insurance policy to potential clients.”

7. What would you do if one of your top salespeople suddenly started performing poorly?

This question can help interviewers understand how you handle challenges and make decisions. Use your answer to show that you have the ability to recognize a problem, develop solutions and implement them effectively.

Example: “If one of my top salespeople suddenly started performing poorly, I would first take the time to understand why. It could be a number of things such as changes in the market or personal issues that are affecting their performance. Once I have identified the root cause, I would then develop an action plan to help them get back on track. This could involve additional training, mentoring, or even adjusting their goals and expectations.

I believe in providing ongoing support and guidance to my team members so they can reach their full potential. My goal is to ensure that each member of my team has the resources and tools necessary to succeed. I also strive to create an environment where everyone feels comfortable asking for help when needed.”

8. How well do you understand the insurance industry as a whole?

This question can help the interviewer determine how much experience you have in the insurance industry. Use your answer to highlight any unique experiences or skills that make you a strong candidate for this role.

Example: “I have a comprehensive understanding of the insurance industry. I have been in the field for over 10 years, and during that time I have gained extensive knowledge about different types of insurance products, services, regulations, and trends.

I am well-versed in both personal and commercial lines of insurance, including life, health, auto, property, liability, and workers’ compensation. I understand the importance of staying up to date on changes in the industry, so I regularly attend seminars and conferences to stay informed.

In addition, I have a strong background in sales and customer service, which has enabled me to develop successful strategies for selling insurance policies and providing excellent customer service. My experience has also taught me how to effectively manage teams of agents and ensure they are meeting their goals.”

9. Do you have any experience training new salespeople?

This question can help the interviewer understand your leadership skills and how you might train new employees in their first few months on the job. Use examples from past training experiences to highlight your communication, interpersonal and organizational skills.

Example: “Yes, I have extensive experience training new salespeople. During my previous role as an Insurance Sales Manager, I was responsible for onboarding and training a team of five insurance agents. My approach to training involved breaking down complex concepts into easy-to-understand topics, providing hands-on practice opportunities, and offering ongoing support and guidance. As a result, all five of the agents achieved their individual sales goals within the first three months of joining the team.

I’m confident that my skills in training and developing new salespeople would be an asset to your organization. In addition to my experience, I also possess strong communication skills, which are essential when it comes to effectively conveying information to trainees. Finally, I am highly organized and detail-oriented, which allows me to create comprehensive training plans and ensure that each step is completed on time.”

10. When is it appropriate to offer a discount on an insurance policy?

This question can help the interviewer determine your understanding of how to sell insurance policies. Use examples from previous experience to show that you know when a discount is appropriate and how to offer it in a way that benefits both the customer and the company.

Example: “When it comes to offering discounts on insurance policies, I believe that it is important to consider the individual customer’s needs and circumstances. It is appropriate to offer a discount when doing so will benefit the customer in some way. For example, if a customer has been with the company for many years and has had no claims or violations, they may be eligible for a loyalty discount. Similarly, if a customer has multiple policies with the same insurer, they may qualify for a multi-policy discount. Finally, if a customer meets certain criteria such as having a good credit score or a clean driving record, they may be eligible for additional discounts.”

11. We want to increase our market share. How would you go about doing that?

This question is a great way to see how you would apply your skills and experience to the company’s goals. Use examples from previous positions where you helped increase market share or sales numbers.

Example: “I understand the importance of increasing market share in order to remain competitive. My approach would be multi-faceted, focusing on both short and long term strategies.

In the short term, I would focus on expanding our customer base by leveraging existing relationships with clients and partners. This could include offering incentives such as discounts or loyalty programs. I would also work to increase brand awareness through targeted marketing campaigns.

In the long term, I would look for ways to diversify our product offerings and create new revenue streams. This could involve introducing innovative products that meet the needs of a wider range of customers, or exploring opportunities to partner with other companies to offer bundled services.”

12. Describe your personal philosophy of success.

This question is a great way to learn more about the candidate’s values and how they apply them in their professional life. It can also be an opportunity for you to share your own philosophy of success with the candidate, which can help them feel like they would fit into your company culture.

Example: “My personal philosophy of success is to always strive for excellence in everything I do. To me, success means setting goals and working hard to achieve them. It also means having a positive attitude and being resilient when faced with challenges. I believe that success requires dedication, discipline, and perseverance.

As an Insurance Sales Manager, my goal is to help clients find the best insurance coverage that meets their needs. This involves understanding their individual circumstances and providing tailored advice. I am committed to helping my clients make informed decisions and finding solutions that are right for them.

I have a strong track record of success in sales management roles due to my commitment to customer service and attention to detail. My ability to build relationships with customers and colleagues has enabled me to exceed targets and develop successful strategies. I am confident that I can bring this same level of success to your organization.”

13. What makes you stand out from other candidates for this position?

Employers ask this question to learn more about your qualifications and how you can contribute to their company. Before your interview, make a list of all the skills and experiences that qualify you for this role. Focus on highlighting your most relevant skills and abilities.

Example: “I believe my experience in the insurance industry makes me stand out from other candidates for this position. I have been working as an Insurance Sales Manager for the past five years and have a proven track record of success. During that time, I have consistently exceeded sales goals and developed innovative strategies to increase customer satisfaction.

In addition to my professional experience, I am highly organized and detail-oriented. I understand the importance of staying up-to-date on new products and regulations, so I make sure to stay informed about changes in the industry. My ability to quickly adapt to changing environments has enabled me to successfully manage multiple projects simultaneously.”

14. Which industries do you have the most experience selling insurance in?

This question can help the interviewer understand your experience level and how you might fit into their company. If they ask this question, it’s likely because they want to know more about your background and what kind of experience you have selling insurance. When answering this question, try to be as specific as possible with the industries you’ve worked in so that the hiring manager knows you’re qualified for their position.

Example: “I have extensive experience selling insurance in a variety of industries. I have sold insurance to individuals, small businesses, and large corporations. My most recent position was as an Insurance Sales Manager at a Fortune 500 company, where I managed the sales team for their entire portfolio of products.

In addition, I have also worked with clients in manufacturing, healthcare, retail, hospitality, education, and technology sectors. In each sector, I have developed relationships with key stakeholders and successfully closed deals. My ability to understand customer needs and develop tailored solutions has been instrumental in my success.”

15. What do you think is the most important skill for an insurance sales manager to possess?

This question is your opportunity to show the interviewer that you possess the skills and abilities necessary for success in this role. You can answer by identifying a skill from the job description, such as communication or problem-solving, and explaining how you use it in your work.

Example: “The most important skill for an insurance sales manager to possess is the ability to build relationships and trust with clients. As a sales manager, I understand that my job is not only to make sure that policies are sold but also to ensure that customers have a positive experience. To do this effectively, I must be able to establish strong rapport with potential customers and develop meaningful relationships with them.

I believe that having excellent communication skills is essential in order to successfully manage a team of salespeople. Being able to clearly articulate expectations and provide feedback will help create a productive environment where everyone can work towards common goals. Furthermore, I think it’s important to stay up-to-date on industry trends and regulations so that I can better advise my team when making decisions.”

16. How often do you perform self-evaluations to monitor your own performance?

This question can help an interviewer determine your commitment to professional development and improvement. Use examples from past experiences where you’ve evaluated your own performance, identified areas for improvement and implemented strategies to improve your skills or knowledge.

Example: “I believe that self-evaluations are a key part of any successful sales manager’s job. I make sure to set aside time each week to evaluate my performance and identify areas for improvement. This helps me stay on top of my goals, track progress, and ensure that I’m meeting the expectations of my team and our customers.

I also use this time to reflect on what has been working well and how I can continue to build on those successes. By taking the time to regularly assess my work, I am able to maintain high standards and keep myself accountable. Ultimately, this allows me to be an effective leader and serve as a role model for my team.”

17. There is a problem with the way one of your salespeople is selling our products. What would you do?

This question is an opportunity to show your leadership skills and ability to solve problems. When answering this question, it can be helpful to describe a time you had to address a problem with one of your employees or coworkers.

Example: “The first step I would take is to have a conversation with the salesperson in question. It’s important to understand why they are having difficulty selling our products, and what challenges they may be facing. This can help me identify any training or support needs that need to be addressed.

Once I have identified these areas of improvement, I would create an action plan for the salesperson to follow. This could include additional training on product features and benefits, as well as tips on how to better engage customers. I would also provide regular feedback and guidance throughout the process to ensure that the salesperson is making progress.

At the same time, I would also look at ways to improve the overall sales process. This could involve creating more effective marketing materials, streamlining processes, or introducing new incentives. By taking a holistic approach, I’m confident that we can find a solution that works for both the salesperson and the company.”

18. Describe a time when you had to deal with an unhappy customer.

An interviewer may ask this question to learn more about your customer service skills. They want to know how you would handle a situation where a client was upset with the company or their insurance policy. In your answer, try to show that you can empathize with customers and help them resolve any issues they have.

Example: “I recently had to deal with an unhappy customer who was not satisfied with the insurance policy they purchased. The customer felt that their coverage was inadequate and wanted more protection for their needs.

To address this issue, I took the time to listen to the customer’s concerns and understand what they were looking for in a policy. After discussing the customer’s needs, I explained how our current policy could be modified to better suit their requirements. I also offered additional coverage options that would provide them with the extra protection they desired.

The customer was pleased with my suggestions and we were able to come up with a solution that worked for both of us. They appreciated my willingness to take the time to listen to their concerns and find a suitable solution that met their needs. This experience has taught me the importance of being patient and understanding when dealing with customers, as well as the value of providing personalized solutions.”

19. In your opinion, what is the key to successfully developing relationships with clients?

This question can help interviewers understand how you approach your work and the relationships you build with clients. Use examples from past experiences to explain what you believe is important in developing strong client relationships.

Example: “I believe that the key to successfully developing relationships with clients is communication. It’s important to be able to listen and understand their needs, as well as provide them with information in a way that they can easily comprehend. I also think it’s essential to build trust by being honest and transparent about the products and services you offer. Finally, I believe it’s important to show genuine interest in your client’s goals and objectives, so that you can better tailor solutions for them.”

20. How do you ensure that all of your salespeople are following company policies and procedures?

An interviewer may ask this question to learn more about your leadership skills and how you ensure that all of your employees are working together as a team. Use examples from your experience to explain how you helped your salespeople understand company policies and procedures, and what steps you took to help them apply these policies in their daily work.

Example: “I believe that it is important to ensure that all of my salespeople are following company policies and procedures. To do this, I make sure to stay up-to-date on any changes in the policy or procedure by attending regular training sessions and keeping abreast of industry news. I also regularly review our sales team’s performance against the company’s standards and objectives. This helps me identify areas where they may need additional guidance or support. Finally, I provide ongoing coaching and feedback to each individual salesperson to ensure that they understand and follow the company’s policies and procedures. By doing these things, I am able to ensure that my team is always compliant with the company’s expectations.”

21. What strategies have you used to increase sales in a declining market?

When an interviewer asks this question, they want to know how you will help the company maintain sales during a downturn. Use examples from your previous experience of implementing strategies that helped increase sales in a declining market and increased revenue for your employer.

Example: “I have a proven track record of success in increasing sales in declining markets. I understand the importance of staying ahead of market trends and using creative strategies to drive growth.

One strategy I have used is leveraging data analytics to identify new customer segments that may be more likely to purchase insurance products. By targeting these customers, I was able to increase sales even when the overall market was declining.

Another strategy I have employed is creating targeted marketing campaigns that focus on specific customer needs. This allows me to tailor my message to the right audience, which can help boost sales.

Lastly, I am an expert at building relationships with clients. I make sure to stay in touch with them regularly and provide personalized service. This helps build trust and loyalty, which leads to increased sales over time.”

22. Are there any particular insurance companies you have experience working with?

This question can help the interviewer determine if you have experience working with their company. It can also show them what your previous employers thought of your work ethic and skills. When answering this question, it can be beneficial to mention a specific insurance company that is similar to the one you are interviewing for. This can show the interviewer that you would fit in well with their team.

Example: “Yes, I have experience working with a variety of insurance companies. During my current role as an Insurance Sales Manager, I was responsible for managing relationships with several major providers such as Allstate, State Farm, and Liberty Mutual. In addition to this, I also had the opportunity to work closely with smaller regional carriers like Farmers Insurance and Progressive.

I am familiar with the different products offered by each company, as well as the sales processes involved in closing deals. My expertise in the industry has enabled me to develop strong relationships with these companies, which has allowed me to successfully negotiate favorable terms on behalf of my clients.”

23. How would you go about creating new incentives for your sales team?

This question can help the interviewer understand how you motivate your team and encourage them to perform well. Use examples from previous positions where you created incentives for your sales team or helped create company-wide incentives that motivated your team members.

Example: “Creating new incentives for my sales team is something I take very seriously. My goal is to ensure that my team has the motivation and resources they need to succeed.

To create effective incentives, I start by understanding what motivates each individual on my team. This could be anything from monetary rewards to recognition or even additional training opportunities. Once I have a good understanding of their motivations, I can tailor incentives to fit their needs.

I also make sure to keep up with industry trends when creating incentives. For example, if there’s an emerging technology that could help increase sales, I might offer additional training in this area as an incentive.”

24. Describe a time when you had to make a difficult decision related to sales.

This question can help interviewers understand how you make decisions and the thought process behind them. Use your answer to highlight your problem-solving skills, ability to think critically and leadership qualities.

Example: “I recently had to make a difficult decision related to sales while working as an Insurance Sales Manager. I was tasked with increasing our company’s market share in a certain region, but the area had limited resources and competition was fierce. After much deliberation, I decided to focus on developing relationships with local businesses rather than trying to compete directly with other insurance companies. This allowed us to leverage existing customer bases and build trust within the community. As a result, we were able to increase our market share significantly without having to invest heavily in advertising or promotional campaigns. It was a difficult decision at first, but ultimately it paid off for our business.”

25. Do you have any experience using data analytics to track sales performance?

This question can help the interviewer understand your experience with using data to make decisions. Use examples from previous jobs or explain how you would use data analytics if you haven’t used it before.

Example: “Yes, I have extensive experience using data analytics to track sales performance. In my current role as an Insurance Sales Manager, I use a variety of tools and techniques to monitor the success of our sales team. For example, I regularly review customer feedback surveys to identify areas where we can improve our services and increase customer satisfaction. I also analyze sales trends over time to determine which strategies are most successful in driving revenue growth. Finally, I use predictive analytics to forecast future sales performance and make adjustments accordingly. This approach has enabled me to consistently exceed sales targets and ensure that our team is meeting its goals.”