Sales Representative Screening Interview Template

Tell me about your current or most recent sales role. What is your quota, what are you selling, and how have you performed against target?

What this assesses: Establishes baseline performance data and verifies relevant sales experience.

Walk me through how you prospect for new business. What channels do you use and how do you prioritize your outreach?

What this assesses: Evaluates self-sourcing ability and strategic approach to pipeline generation.

Describe a time a prospect raised a significant objection. How did you handle it and what was the outcome?

What this assesses: Tests objection handling skills, composure under pressure, and persuasion ability.

How do you prepare for a sales call or meeting with a new prospect? Walk me through your research and planning process.

What this assesses: Assesses preparation discipline and customer-centric selling approach.

Tell me about a time you lost a deal you thought you were going to win. What happened and what did you learn?

What this assesses: Reveals resilience, self-reflection, and ability to learn from setbacks.

How do you manage your pipeline and forecast accuracy? What tools do you use and how do you stay organized?

What this assesses: Tests CRM discipline, organizational skills, and forecasting methodology.

Describe a piece of feedback from a manager or colleague that significantly changed how you sell. What was it and how did you apply it?

What this assesses: Evaluates coachability and willingness to adapt based on feedback.

What do you know about our product and market? Why does this opportunity interest you compared to other sales roles you could pursue?

What this assesses: Gauges preparation, genuine interest, and understanding of the competitive landscape.