20 Sales Manager Interview Questions and Answers

Learn what skills and qualities interviewers are looking for from a sales manager, what questions you can expect, and how you should go about answering them.

Sales managers are responsible for developing and executing sales plans that will increase their company’s market share and profits. They must be able to assess market conditions and identify new sales opportunities. They also need to be able to build and maintain relationships with clients.

In order to become a successful sales manager, you need to be able to answer questions about your experience and past successes. You also need to be able to sell yourself in an interview. To help you prepare for your interview, we have gathered some of the most common sales manager interview questions and provided sample answers.

What experience do you have in sales?

This question can help the interviewer understand your background in sales and how you’ve progressed through your career. Use this opportunity to highlight any experience that is relevant to the position, such as previous positions in sales or other related work experience.

Example: “I have five years of experience working as a sales representative for a software company. I started out as an entry-level salesperson but quickly advanced my way up to senior sales rep after consistently meeting my quotas and exceeding expectations. My success was due to my ability to build strong relationships with clients and provide them with solutions to their problems.”

What experience do you have in management?

This question can help the interviewer understand your experience level as a sales manager. If you have no prior management experience, discuss what leadership roles you’ve held in the past and how they helped you develop your skills.

Example: “I started my career as an entry-level sales associate at a local retail store. After two years of working there, I was promoted to team leader where I managed a group of five other associates. My role as a team leader required me to delegate tasks among my team members, hold regular meetings with my team and provide feedback on their performance. This experience taught me how to motivate my team and manage their expectations.”

What strategies have you used to increase sales and profits?

This question can help the interviewer determine how you plan to increase sales and profits for their company. Use examples from your previous experience that show your ability to create strategies, implement them and achieve results.

Example: “I use several strategies to increase sales and profits in my current role as a sales manager. I first analyze our current sales numbers and compare them to industry averages to see where we can improve. Then, I develop a strategy based on those findings and communicate it to my team so they know what’s expected of them. Finally, I hold weekly meetings with my team to discuss progress and make adjustments as needed.”

How do you develop and maintain relationships with customers?

This question can help the interviewer understand how you interact with customers and build relationships. Use examples from your experience to show that you have strong interpersonal skills and are able to communicate effectively with others.

Example: “I believe in building long-term relationships with my customers, so I always try to make sure they’re happy with our products and services. For example, when a customer first signs up for our company’s service, I send them an email thanking them for their business and offering any assistance they may need. Then, every month, I follow up with them to see if there is anything else we can do to improve their experience with us.”

What policies and procedures have you developed related to customer service, business ethics, or safety?

Interviewers may ask this question to learn more about your leadership skills and how you can apply them to their company. When answering, it can be helpful to mention a specific policy or procedure that you developed and the positive impact it had on your team or organization.

Example: “At my previous job, I noticed that our sales representatives were sometimes too eager to close deals with customers. This led to some customers feeling pressured into making purchases they weren’t ready for. To solve this problem, I created a new policy where sales representatives could only call back customers if they didn’t respond to an email within 24 hours. This policy helped ensure that we wouldn’t pressure customers into buying something they weren’t ready for while also giving us time to follow up with them.”

What training programs have you implemented to help employees improve their skills?

This question can help the interviewer understand how you develop your team and improve their skills. Use examples from previous positions to show that you’re willing to invest in your employees’ success.

Example: “At my last company, I noticed some of our sales representatives were struggling with closing deals. So, I created a training program for them where they could learn strategies for overcoming objections and closing more sales. The program was so successful that we saw an increase in revenue by 10% within six months.”

7.What are your thoughts on the need for a more collaborative sales model?

This question is a great way to gauge your openness to change and willingness to adapt. Collaborative sales models are becoming more common in the business world, so it’s important that you’re willing to embrace this new method of selling if necessary.

Example: “I think collaborative sales models are an excellent idea for many businesses. In my last role, I worked with a team of five other salespeople who all had different territories. We met once a week to discuss our progress and any challenges we were facing. This allowed us to bounce ideas off each other and learn from one another. It also helped us develop relationships with one another outside of work, which made us better at our jobs.”

How do you think businesses should focus on digital marketing?

As a sales manager, you may be responsible for helping your company develop its digital marketing strategies. Employers ask this question to see if you have any experience with digital marketing and how you think it can benefit their business. In your answer, share what you believe is the most effective way businesses should focus on digital marketing. Explain why you feel that way and give an example of when you used digital marketing in the past.

Example: “I think one of the best ways businesses can focus on digital marketing is by creating content that’s valuable to their target audience. For instance, I worked at my previous job as a sales representative where we had a client who was selling a new type of software. We created blog posts about different uses for the software and shared them on social media. This helped us reach our target audience and get more people interested in our product.”

Why do you believe the customer experience is so important?

This question can help the interviewer determine your perspective on customer service and how you might approach managing a sales team. Your answer should demonstrate that you value customers’ opinions, needs and experiences. You can also include examples of how you’ve helped improve the customer experience in previous roles.

Example: “I believe that providing an excellent customer experience is crucial to building long-term relationships with clients. I know from my own experiences as a consumer that when I have a positive interaction with a company, I’m more likely to return to them for future purchases or services. As a sales manager, I would encourage my team members to focus on creating positive interactions with our clients so we could build strong relationships.”

What are some techniques you use to overcome challenges during sales calls?

This question can help the interviewer understand how you approach challenges and overcome them. Use examples from your experience to highlight your problem-solving skills, creativity and ability to adapt to different situations.

Example: “In my previous role as a sales representative for a software company, I had a client who was hesitant about purchasing our product because they were concerned it would take too much time to implement. Instead of trying to convince them that our product was easy to use, I offered to do a demonstration with their team so they could see how simple it was to use. They agreed, and after seeing how easy it was to use our product, they purchased it right away.”

What do you think are the key attributes of a successful sales manager?

This question can help the interviewer determine your understanding of what it takes to be a successful sales manager. When answering this question, you can list several skills and traits that you think are important for a sales manager to have.

Example: “I believe that one of the most important attributes of a successful sales manager is communication. A good sales manager needs to be able to communicate effectively with their team members and clients. They need to be able to clearly explain goals and expectations so everyone understands what they’re working toward. Another key attribute of a successful sales manager is empathy. I think it’s important for sales managers to understand how their employees feel about their work and support them when needed.”

What motivates you to achieve your goals?

This question can help the interviewer learn more about your personality and how you approach work. Your answer should include a few details about what motivates you, such as praise from others or monetary incentives.

Example: “I am motivated by my desire to succeed in this industry. I love helping customers find solutions to their problems and providing them with products that make their lives easier. I also like being recognized for my hard work, so I strive to meet sales goals each month. In fact, I have received several promotions over the past five years because of my performance.”

What do you consider to be your personal strengths and weaknesses when it comes to sales?

This question is an opportunity to show your interviewer that you are self-aware and can use critical thinking skills to evaluate yourself. When answering this question, it’s important to be honest about both your strengths and weaknesses while also showing how you plan to improve on the latter.

Example: “I consider my ability to build relationships with clients to be one of my greatest strengths as a salesperson. I am always looking for ways to connect with customers and help them feel comfortable in our company. My weakness would be my tendency to get ahead of myself when closing deals. In the past, I’ve had to learn to slow down and focus more on customer service than making sure every detail is perfect.”

What would you say is your greatest achievement in sales?

This question can help the interviewer get to know you better and understand what motivates you. It also helps them see how your achievements have helped you grow as a sales professional. When answering this question, it can be helpful to think about an achievement that is relevant to the position you’re applying for.

Example: “My greatest achievement in sales was when I first started my career. I had been working at a company for only a few months when they asked me to take on a new territory. At first, I was nervous because I didn’t feel like I was ready for such a big responsibility. However, I decided to accept the challenge and put in extra hours studying the market and learning more about my clients. After two years of hard work, I grew my client base by 30%.”

What criteria do you use to decide which leads to pursue?

This question can help the interviewer understand how you prioritize your time and decide which leads to pursue. Use examples from previous experience to explain what factors you consider when deciding which leads to focus on, including how you determine whether a lead is qualified or not.

Example: “I first look at the company’s size and budget to see if they’re a good fit for our products. I also check their website to learn more about their business and who their target audience is. If it seems like we could provide them with solutions that would benefit their customers, I’ll reach out to schedule a call to introduce myself and my team. From there, I’ll ask questions to get a better idea of what they need and try to determine if we can be a good fit.”

How do you handle customer complaints?

As a sales manager, you may need to handle customer complaints. Employers ask this question to see if you have experience with this and how you respond. In your answer, share an example of how you handled a complaint in the past. Explain what steps you took to resolve the issue.

Example: “In my last role as a sales associate, I had a customer who was upset about their purchase. They said that they didn’t receive all of the items they ordered. When I spoke with them on the phone, I apologized for the inconvenience and offered to send out another package at no cost. The customer agreed, and I sent out the new order right away. A few days later, the customer called me back to say everything arrived and they were happy with it.”

What do you think is the most important factor in closing a sale?

This question can help the interviewer understand your sales philosophy and how you approach closing a sale. Your answer should show that you value customer service, communication skills and empathy in addition to product knowledge.

Example: “I think it’s important to have all of these factors working together when I’m trying to close a sale. For example, if I don’t know enough about the products or services my company offers, I won’t be able to effectively communicate them to customers. If I don’t listen to what the customer needs, I might not be able to sell them on our products. And if I don’t empathize with their situation, I may not be able to convince them that we’re the best option for them.”

What strategies do you use to generate new leads?

This question can help the interviewer understand how you approach prospecting and generate new leads for your company. Use examples from previous experiences to explain what strategies you used to find new prospects, reach out to them and develop relationships with them.

Example: “I use a variety of lead generation methods to find new prospects that are interested in our products or services. I have found that using multiple channels is more effective than just one because it allows me to reach a wider audience. In my last role, I used social media platforms like Facebook and Twitter to post content about our company’s products and services. This helped me connect with thousands of potential customers who were actively looking for information on our industry.”

What are your thoughts on the importance of product knowledge when selling?

This question can help the interviewer determine how you feel about product knowledge and whether it’s important to your sales process. When answering, consider what products or services the company offers and explain why you think it’s beneficial for a salesperson to know as much as possible about them.

Example: “I believe that having extensive product knowledge is essential when selling because it allows me to answer any questions my clients may have about our offerings. It also helps me understand their needs better so I can provide solutions that fit their requirements. In my last role, I was responsible for training new salespeople on all of our products and processes, which helped me learn more about the company and its offerings.”

Do you have any questions for us about the Sales Manager role?

This question is your opportunity to show the interviewer that you have done your research about the company and are interested in learning more. It also gives you a chance to ask any questions you might have about the role or the company itself. When preparing for this interview, make sure to read through the job description thoroughly so you can come prepared with relevant questions.

Example: “I am very excited about this position because I think it would be a great fit for my skills and experience. One thing I was curious about is what type of training program you offer sales representatives. I know that having a strong training program can help new employees learn how to succeed at their jobs quickly.”


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