All 15 sales rep interview questions
Prospecting and pipeline
Discovery and pitch
Objection handling
Closing and quota
What a good sales representative does on a shift
A sales representative owns a number. They find prospects, run first meetings, give demos or visit sites, send proposals and close deals. Some work a field territory and spend days driving to customers. Others sell from a desk to accounts across several states. Either way, the week is a mix of new business and keeping current customers buying.
Most reps work from a CRM where every deal sits in a stage, from first call to signed contract. Managers review that pipeline every week and ask what moved, what stalled and why. A quarter is usually judged against quota, and reps who hit it are paid a base salary plus commission.
The hard parts are rejection, long deal cycles and keeping promises after the sale. A rep who closes well but loses customers in year two costs more than they bring in. Good interviews test for both halves.
| Skill | Why it matters for this job |
|---|---|
| Prospecting and pipeline | Inbound leads rarely fill a quota. Reps who can find and qualify their own deals keep their number steady. |
| Discovery and pitch | Buyers ignore pitches that do not match their problem. The rep has to learn the problem first. |
| Objection handling | Price, timing and "we already have a vendor" come up on most deals. Reps need to dig in without arguing. |
| Closing and quota | Sales hires are judged against a number. You want someone who knows theirs and owns the misses. |
| Account growth | Renewals and upsells are cheaper than new deals. Reps who keep customers make the company money for years. |
Knockout questions to ask first
Ask these before the interview, on the application form or in the first minute of a call. A clear no on any of them means the job will not work, however good the interview is.
| Question | What counts as a pass |
|---|---|
| This territory needs about two overnight trips a month and daily driving to customer sites. Can you do that? | Yes. State the real travel load. Skip this for desk-based roles. |
| For field roles: do you have a valid driver’s license and a reliable car for customer visits? | Yes. If you check driving records, get written consent under the FCRA, usually after a conditional offer. |
| The pay is a base salary plus commission, with about a third of target earnings tied to quota. Does that work for you? | Yes. Share the base and the on-target earnings in the posting. Several states and cities require a pay range. |
| Are you legally allowed to work in the United States? | Yes. Documents are checked on the I-9 after an offer. |
Sales Representative interview questions and answers, by skill
Each question says why to ask it, what a strong answer sounds like, what should worry you and one follow-up question. Ask every applicant the same questions in the same order, and score each skill with the scorecard below.
Prospecting and pipeline
Inbound leads rarely fill a quota. Reps who can find and qualify their own deals keep their number steady.
1. You get a new territory with no open deals. Walk me through your first 30 days.
- Why ask it
- Shows whether they have a real plan for building pipeline or wait for marketing leads.
- A strong answer
- “Week one I would pull every past customer and lost deal in the territory from the CRM. Then I pick 50 target accounts and call and email ten a day. By day 30 I want 15 first meetings booked and a clear list of which ones are real.”
- Red flag
- "I would wait to see what leads come in" or a plan with no numbers.
- Follow-up
- How would you choose those 50 accounts?
2. You have 40 open deals and time for ten this week. How do you choose?
- Why ask it
- Reps who chase every deal close fewer. This tests judgment about where a deal really stands.
- A strong answer
- “I start with deals where I have met the person who signs and there is a date they need it by. Next are deals with a budget confirmed. Deals where I only talked to one contact and nothing moved in a month get one follow-up and then I close them out.”
- Red flag
- Works deals in the order they came in, or by the biggest dollar amount only.
- Follow-up
- What makes you mark a deal as lost?
3. Tell me about a deal you found yourself, from first contact to signature.
- Why ask it
- A self-sourced deal shows prospecting skill and lets you check the story against details.
- A strong answer
- “I saw a regional plumbing company open two new offices on LinkedIn. I called the operations manager, booked a meeting, and found they were tracking jobs in spreadsheets. It took three meetings and a trial with one office, and they signed a two-year deal for all three locations.”
- Red flag
- Every deal they describe came from a lead someone else handed them.
- Follow-up
- What almost made that deal fall apart?
Discovery and pitch
Buyers ignore pitches that do not match their problem. The rep has to learn the problem first.
4. Sell me this pen.
- Why ask it
- The classic test. Strong reps ask about the buyer before saying anything about the pen.
- A strong answer
- “Before I tell you about it, when did you last use a pen? What were you signing, and did the pen matter? So you sign contracts in front of clients. This pen writes on the first stroke every time and looks good on a desk. Can I send you a box for the office this week?”
- Red flag
- Lists features of the pen with no questions, or refuses to play along.
- Follow-up
- What if I said I never use pens?
5. What do you ask in a first meeting with a new prospect?
- Why ask it
- Discovery questions tell you whether they sell to a problem or just run a script.
- A strong answer
- “I ask how they handle the problem today, what it costs them in time or money, and what happens if nothing changes. I also ask who else needs to agree and when they want it fixed. I talk less than a third of the meeting.”
- Red flag
- Only "What are your pain points?" and then a product tour.
- Follow-up
- How do you find out who signs the contract?
6. Tell me about a deal you lost because of something you missed early on.
- Why ask it
- Shows self-awareness and whether they learn from losses.
- A strong answer
- “I lost a deal with a dental group because I never met their finance director. My contact loved the product, but finance had already budgeted for a cheaper tool. Now I ask in the first meeting who else has a say in the budget.”
- Red flag
- Blames the buyer, the price or the product, with no lesson.
- Follow-up
- What do you do differently now?
Objection handling
Price, timing and "we already have a vendor" come up on most deals. Reps need to dig in without arguing.
7. The prospect says, "We are happy with our current vendor." What do you say?
- Why ask it
- The most common brush-off. Listen for a question before any pitch.
- A strong answer
- “I would say that is good to hear, and ask what they like most about them. Then I ask if there is one thing they would change. Usually there is, and if it is something we do well, I ask if they would compare for 20 minutes.”
- Red flag
- Attacks the competitor, or thanks them and hangs up.
- Follow-up
- What if they say there is nothing they would change?
8. A buyer says your price is 20 percent higher than another quote. How do you respond?
- Why ask it
- Tests whether they defend value or reach for a discount.
- A strong answer
- “I would ask what the other quote includes, because setup, support and contract length often differ. Then I go back to the cost they told me about in discovery, like the eight hours a week their team loses. If the gap is still real, I bring my manager in before offering anything.”
- Red flag
- Offers a discount right away.
- Follow-up
- When would you give a discount?
9. A buyer loved your demo, then stopped answering calls and emails. What do you do?
- Why ask it
- Deals stall all the time. This shows persistence and judgment.
- A strong answer
- “I would try a different person and channel, like a short call to the other person who was in the demo. Then one short email asking if the project is still on this quarter, with an easy yes or no. If nothing after that, I set a reminder for next quarter and move on.”
- Red flag
- Keeps sending the same "just checking in" email every two days.
- Follow-up
- How long do you wait before you stop?
Closing and quota
Sales hires are judged against a number. You want someone who knows theirs and owns the misses.
10. What was your quota last year, and how did you do against it?
- Why ask it
- The single most useful fact in a sales interview. Strong candidates answer plainly and can explain the number.
- A strong answer
- “My quota was $600,000 in new annual revenue and I closed $540,000, so 90 percent. I missed because two deals slipped to January and I had too few early-stage deals in the fall. This year I started building Q4 pipeline in July.”
- Red flag
- Vague ranges, "I was always near the top", or a refusal to share.
- Follow-up
- How many reps were on your team, and where did you rank?
11. It is the last two weeks of the quarter and you are 30 percent short. What do you do?
- Why ask it
- Shows whether they push the right deals or give away margin to hit a number.
- A strong answer
- “I look for deals that are ready but waiting on paperwork, and call each buyer to agree on a signing date. I would not invent urgency or slash price. If I am still short, I tell my manager early with a plan for next quarter.”
- Red flag
- Plans to discount everything or pull next quarter’s deals in with side promises.
- Follow-up
- Have you ever closed a deal you regretted?
12. Have you ever walked away from a deal? Why?
- Why ask it
- Good reps know a bad-fit customer will churn and cost the company.
- A strong answer
- “Yes. A small gym wanted our software for 300 members, but they needed class booking we did not have. I told them, pointed them to a tool that did, and they referred a bigger gym to me six months later.”
- Red flag
- "I never walk away from money."
- Follow-up
- How did your manager react?
13. Why do you want to sell our product?
- Why ask it
- Reps who believe in the product and understand the buyer last longer than reps chasing the highest base.
- A strong answer
- “I sold to restaurant owners for three years, and your product fixes the scheduling problem they complained about most. I already know how they buy. I want to sell something I can explain with real examples.”
- Red flag
- Talks only about the pay, or cannot say what the product does.
- Follow-up
- Who do you think our toughest competitor is?
Account growth
Renewals and upsells are cheaper than new deals. Reps who keep customers make the company money for years.
14. How do you stay in touch with a customer after they sign?
- Why ask it
- Shows whether they see the sale as the start of the account.
- A strong answer
- “I call at 30 days to check setup went well and set a review every quarter. In the review I look at how they use the product and ask about new teams or locations. Half of my second-year revenue came from customers I already had.”
- Red flag
- Hands the account to support and moves on.
- Follow-up
- Tell me about an upsell that came from one of those reviews.
15. A large customer calls you angry because a delivery was late, and it was the operations team’s fault. What do you do?
- Why ask it
- Reps own the relationship even when another team caused the problem.
- A strong answer
- “I would apologize without blaming operations, find out exactly what was late and what it cost them, and get a firm new date from operations that day. Then I call the customer back myself with the date. A week later I check that it arrived.”
- Red flag
- "That is an operations problem," or promises a date without checking.
- Follow-up
- What would you do if it happened again the next month?
How a Goodfit AI interview asks these
Goodfit can ask these questions for you. It calls each applicant or sends a browser link, asks follow-up questions, and scores each skill out of 10 with the line the score came from. Here is a short scripted example for this role.
Scripted example · Sales Representative · phone interview
Goodfit AI interviewerThe buyer tells you they are happy with their current vendor. What do you say?
KevinI would say that is great and ask what they like most about them. Then I ask if there is anything they would change if they could.
Goodfit AI interviewerAnd if they say there is nothing they would change?
KevinThen I ask when their contract renews and if I can send one short case study before then. I would rather be second on their list than pushy today.
KKevin
Sales Representative · AI phone interview, 8:20
7.2 /10
- Objection handling8/10
“I ask if there is anything they would change if they could.”
- Prospecting and pipeline8/10
“I ask when their contract renews.”
- Discovery and pitch7/10
“I ask what they like most about them.”
- Closing and quota6/10
“I was around 85 percent, I think, but my territory was new.”
- Account growth7/10
“I set a call every quarter with my top accounts.”
Sales Representative interview scorecard
Score each skill from 1 to 5 right after the interview, before you talk to anyone else about the candidate. A 2 or a 4 means the answer sat between the two descriptions next to it.
| Skill | 1: weak | 3: fine | 5: strong |
|---|---|---|---|
| Prospecting and pipeline | Relies on leads being handed to them and has no prospecting routine. | Makes calls and sends emails, but cannot say how they choose who to contact or which deals to drop. | Describes a weekly prospecting plan, how they pick target accounts and how they decide a deal is real. |
| Discovery and pitch | Starts pitching features right away, even in a role-play. | Asks a few questions but they are generic, like "What are your pain points?" | Asks specific questions about the buyer’s process, cost and decision, then ties the pitch to the answers. |
| Objection handling | Gives up or argues when the buyer pushes back. | Has stock answers but does not ask what is behind the objection. | Asks a question to find the real concern, answers it with a fact or example, and checks it is settled. |
| Closing and quota | Cannot state past quota or attainment, or blames territory and leads. | Knows their numbers but has no plan for a short quarter. | States quota and attainment plainly, explains the gaps and describes how they close without giving away margin. |
| Account growth | Moves on after the signature and hands every problem to support. | Checks in with customers sometimes, with no plan. | Has a regular check-in routine, fixes problems with other teams and finds the next sale inside the account. |
10-minute sales rep phone screen script
| Minutes | Step | What to say or do |
|---|---|---|
| 0 to 1 | Set the plan | "Thanks for applying to the sales rep role. This takes about ten minutes. I will check a few basics, ask some sales questions and leave time for yours." |
| 1 to 2 | Knockouts | Travel, driver’s license for field roles, and the base plus commission pay. A clear no ends the call politely. |
| 2 to 5 | Quota and a deal story | "What was your quota last year, and how did you do?" Then "Tell me about a deal you found yourself." Write down numbers so you can check them later. |
| 5 to 7 | A short role-play | "I am a buyer and I tell you we are happy with our current vendor. Go." Listen for a question before any pitch. The phone is a fair test, since much of the job is on calls. |
| 7 to 9 | Share the role | Territory, base salary, target earnings, how commission is paid and how long new reps take to get their first deal. |
| 9 to 10 | Next steps | "What questions do you have? The next step is a 45-minute interview with a role-play discovery call." |
A 15-minute discovery call role-play
Send a one-page brief the day before: a made-up company, a buyer’s name and title and one known problem. In the interview, play the buyer for 15 minutes. Hold back two facts they can only learn by asking, like a second decision-maker and a hard deadline. End with a price objection.
Score whether they found the hidden facts, linked the pitch to the problem and asked for a clear next step. Ask for a follow-up email within the hour to see how they write. Pair it with a sales aptitude test if you have many applicants.
To test this for every applicant, send the sales aptitude test with the AI interview. The result sits on the same report.
Questions not to ask in a sales rep interview
These questions can break federal or state law, and none of them tell you whether someone can do the job. Rules change by state and city, so check yours before you write an interview guide.
| Do not ask | Why | Ask instead |
|---|---|---|
| Can you send your W-2 so we can see what you made last year? | Many states and cities ban asking for pay history, and a W-2 is pay history. Asking about quota attainment is different and allowed. | The base is $X and on-target earnings are $Y. Does that fit what you are looking for? What was your quota attainment last year? |
| How many years do you plan to work before you retire? | This points to age. The ADEA protects applicants 40 and over. | Where do you want to be in your sales career in three years? |
| Any health issues that would make the travel hard for you? | Medical questions before a job offer break the ADA. | The role needs two overnight trips a month and daily driving. Can you do that, with or without a reasonable accommodation? |
| Do you have young kids at home? The travel is heavy. | Questions about children or family plans can lead to sex and pregnancy discrimination claims. | Can you travel overnight about twice a month? |
Sales Representative pay and jobs in the US
| Measure | Figure |
|---|---|
| Median pay (May 2025) | $69,990 a year, about $33.65 an hour |
| People in this job (2025) | 1,272,700 |
| Openings each year (2025 to 2035) | 115,700 |
| Usual education to start | High school diploma or equivalent |
Source: BLS Employment Projections, table 1.2 and the Occupational Outlook Handbook, read October 16, 2026. Most openings come from people leaving the job, not new jobs, which is why hiring for it never stops.
Tips if you are interviewing for a sales representative job
- Know your numbers cold: quota, attainment, average deal size and sales cycle for each of your last two jobs. Vague answers hurt more than a missed quota.
- Prepare for "sell me this pen" by asking two questions before you pitch. Interviewers care more about the questions than the pen.
- Research the company’s buyers before the call. Name the kind of company they sell to and one problem you think those buyers have.
- Have one story about a lost deal and what you changed after it. Managers trust reps who can talk about losses.
Frequently asked questions
What are the most common sales rep interview questions?
Expect "sell me this pen", your quota and attainment, a deal you won, a deal you lost, how you handle price objections and how you build pipeline. Most hiring managers also run at least one role-play.
How do I answer "sell me this pen"?
Ask the interviewer a question or two first, like when they last used a pen and what for. Then tie one feature to their answer and ask for the sale. The test is whether you learn about the buyer before you pitch.
What are good weaknesses to give in a sales interview?
Pick a real one that does not break the job, and say what you do about it. For example, you used to let weak deals sit too long in your pipeline, so now you close out any deal with no movement in 30 days.
Can I get a sales rep job with no experience?
Yes, though many first sales jobs are SDR or inside sales roles. Show results from any job with targets, like retail, serving or fundraising, and come ready to role-play.
What do hiring managers look for in a sales representative?
Proof they hit a number, a habit of finding their own deals, good questions before the pitch and honesty about misses. They also look for reps who keep customers after the sale.