Proven Sales Manager Interview Questions with Expert-Approved Answers:
When it comes to hiring a sales manager, asking the right questions is everything. This isn’t just about checking boxes on experience or qualifications – it’s about finding the leadership style, strategic thinking and adaptability that makes someone a good fit for your team. Whether you’re an employer looking to energise your sales department or a candidate looking to land your dream job, knowing the questions and how to answer them can make all the difference. In this article, we’ll look at the Essential Telesales Interview Questions, along with expert-approved answers that show the skills and qualities every great sales manager should bring to the table.
What Is A Sales Manager?
A sales manager is the person responsible for leading a team of sales professionals, helping them achieve their targets while driving the overall growth of the business. They play a hands-on role in setting goals, developing sales strategies, and ensuring that their team is well-trained and motivated, for example, by utilising courses such as telesales training, sales negotiation training, and other sales training programs. Beyond just meeting numbers, a great sales manager works to build strong customer relationships, handle challenges like team conflicts or underperformance, and stay on top of market trends. It’s a role that requires a mix of leadership, organisation, and a good understanding of what makes people—and businesses—tick.
Basic Sales Manager Interview Questions:
- Tell me a bit about yourself and your sales background.
- How did you hear about this, and why did you apply?
- What do you like about sales?
- What’s the hardest part of sales?
- How would you describe your sales style?
- What skills do you think are essential for a successful sales manager?
- How would you approach hiring and training a new sales team?
- What methods do you use to set targets and monitor your team’s performance?
- How do you keep your team motivated, especially when they’re struggling to hit targets?
- Can you share a time when you had to manage conflict within your sales team? How did you handle it?
- What’s your process for coaching and training underperforming team members?
- How do you balance short-term goals with long-term customer relationships?
- What’s the biggest mistake you’ve made in a sales role, and what did you learn from it?
- How do you deal with tight deadlines and multiple priorities?
- Can you describe your management style and how it has helped you manage a team?
- How do you handle customer objections during the sales process?
- What tools did you use to improve sales, and how did they work?
- Where do you see yourself in five years, and how does this role fit into your plans?
Sales Manager Interview Questions About Sales Experience:
- So tell me about your sales experience and how it prepares you for this role.
- What was your toughest sales target to hit, and how did you achieve it?
- How do you handle the situation when your sales numbers are below expectations?
- How do you build relationships with customers and get repeat business?
- Can you give an example of a time you turned around a lost sale?
- How do you approach a customer who is not interested in your product/service?
- What sales techniques have you found to be most effective throughout your career?
- Have you ever had to adapt your sales style to a specific type of client or industry? How did you do it?
- Tell me about a time you worked with a difficult customer. How did you handle it, and what was the outcome?
- Have you ever led or been part of a sales campaign? What was your role, and how did it go?
- How do you balance closing deals quickly with long-term customer relationships?
- Can you give an example of a time you helped a team member improve their sales performance?
- What steps do you take to analyse and understand your sales figures?
- Have you worked in industries with tough competition? How do you stand out in such situations?
- Can you describe a time when you exceeded your sales targets and what you did to make it happen?
- How do you handle rejection from customers, and how do you coach others to do the same?
- Have you ever had to negotiate a difficult deal? What strategies did you use, and what was the result?
- What role does data or technology play in your approach to sales, and how have you used it effectively in the past?
- How do you approach pricing discussions with customers who are focused on cost over value?
- Can you give an example of a time when your sales strategy had to be adjusted mid-project? What was the outcome?
Role-Specific Sales Manager Interview Questions:
- What’s your sales team management style, and how do you keep them on track to their goals?
- How do you decide which sales strategies to use for which products or services?
- Can you tell me about a time when you had to create a sales plan from scratch? What did you do?
- How do you support your team and hold them accountable for results?
- Have you used data to track performance or adjust strategies? If so, how did it help?
- How do you set realistic yet challenging sales targets for your team?
- How do you ensure your team understands the company sales process?
- What would you do with a top-performing salesperson who isn’t following company procedures?
- Can you share an example of a sales campaign you led? What worked and what didn’t?
- How do you prepare your team for objections or tricky customer situations?
- What’s your process for running regular team meetings or check-ins with your sales team?
- How do you make sure every team member has what they need to succeed?
- Can you give an example of how you’ve trained or coached a salesperson to improve their results?
- How do you manage your time when overseeing individual and team performance?
- What’s your approach to conflict within your sales team?
- How do you identify and act on opportunities to improve the sales process?
- Have you ever had to give tough feedback to a team member? How did you do it?
- How do you ensure compliance with company policies and industry regulations within your team?
- Can you tell me about a time when you worked with another department, like marketing or customer support, to improve sales?
- What do you do to keep yourself and your team up to date with industry trends or market changes?
Examples of Sales Manager Interview Questions and Answers:
How do you encourage your sales team to hit their targets?
I recognise and reward accomplishments, whether through team celebrations or public recognition. For example, at my last job, I introduced a ‘Top Performer’ award that was given monthly. It boosted morale and created a friendly competition. Additionally, I make myself available to the team so that they don’t feel afraid to ask for help when facing challenges.
Can you tell me a time when you helped an underperforming member of the team?
I once had a sales rep who struggled to achieve his targets. I set up a one-on-one meeting to identify the root cause and discovered he wasn’t confident when presenting our product’s value. To help him, I arranged for him to shadow a top performer and had him take a pitching course. After two months, his performance improved significantly and he began consistently hitting his targets.
What strategies do you apply when dealing with team-related conflicts?
In sales teams, especially in teams that have set targets, the pressure to meet them causes conflicts. I try to resolve most of them at the start. I bring both parties together and get their account of the event to understand their position and try to solve their problem.
What’s your strategy for coaching your team to improve their sales techniques?
In my opinion, coaching is an ongoing process and is never one size fits all. I do regular analyses of the team members’ performance metrics, try to find areas where improvement is needed, and provide feedback during one-on-one sessions. For example, if someone on my team has problems with objections, I can do some role-play exercises with them or tell them what worked for other people. I also promote peer-to-peer learning, such as practising role-plays, reporting their achievements during meetings, and many more.
How do you balance short-term targets with long-term customer relationships?
I think it’s important to strike a balance between immediate results and the bigger picture. While hitting monthly targets is key, I always remind my team not to rush a sale at the expense of trust. Building trust leads to sustainable success.
Have you ever had to adjust your sales strategy? What was the outcome?
Yes! In my previous role, we noticed our cold-calling efforts had become less effective. After reviewing our data, we saw that clients responded better to personalised emails. We changed our strategy, and we sent detailed emails to customers that focused on their specific needs. Within three months, our lead conversion rate increased by 27%.
What would you do if a top-performing salesperson wasn’t following company procedures?
The first step would be to have a one-on-one talk and let them explain why they are not following the company procedures. There are times when people might feel that their approach is better, or they may not be aware of the consequences of their actions. I would clarify the procedures and policies and how they help the entire team, as well as the consequences of not following them.
FAQs
How Do I Prepare For A Sales Manager Interview?
Start by researching the company—learn about their products, target market, and competitors. Be ready to discuss your past experiences, especially examples of how you’ve managed teams, hit targets, or solved problems. Practice common interview questions and prepare clear, structured answers. It’s also helpful to know your leadership style and how you plan to motivate a team. Finally, have questions prepared for the interviewer to show your interest in the role and the company.
What Are 3 Skills Of A Sales Manager?
Here are three skills every sales manager should have and a sales management training course should teach:
Leadership: A sales manager needs to lead their team and keep them motivated and focused on hitting their numbers.
Communication: Clear communication is key whether it’s setting goals, coaching team members or negotiating with clients.
Problem-Solving: From underperforming staff to adjusting strategy when sales drop, being able to assess situations and find solutions quickly is critical.
Why Should We Hire You As A Sales Manager?
A sales manager is responsible for driving revenue and leading a team to hit targets. They keep the sales team motivated, aligned to company goals and equipped to adapt to market changes. By developing strategy, analysing trends and customer satisfaction, a good sales manager directly impacts business growth and long-term success.
