Welcoming questions
- Can you tell us about yourself and your journey from selling to managing?
- What do you enjoy most about leading a sales team?
Role-specific / technical competencies
- How do you build a sales forecast, and how accurate have your forecasts been?
- Walk us through how you coach a rep who is consistently missing quota.
- How do you structure quotas and territories to be ambitious but fair?
- Which pipeline metrics do you review weekly, and what actions do they trigger?
- How have you improved a team's win rate or sales cycle in a previous role?
Behavioural & culture fit
- Tell us about the best rep you ever developed. What did you do differently with them?
- Describe a time you had to let a rep go. How did you reach and communicate that decision?
- How do you keep team morale up after a badly missed quarter?
Problem-solving / case
- Your team is at 60 percent of quota mid-quarter. Walk us through your recovery plan.
- Marketing lead quality has dropped and reps are complaining. How do you handle it?
- Two of your top reps want the same enterprise territory. How do you decide?
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