Asking your sales manager the right questions can be your secret weapon. Whether you’re curious about goals, training, or handling tough customers, the answers you get could be game-changers.
Table of Contents
During an Interview
- How long have you been working in sales?
- Can you describe your best sales experience?
- What do you think is the most important skill in sales?
- How do you keep your team motivated?
- How do you handle tough customers?
- How do you set sales goals for your team?
- Can you talk about a time when you helped a team member improve?
- What’s your approach to training new team members?
- How do you track and measure success?
- What’s your strategy for generating leads?
- What CRM software are you familiar with?
- How do you handle a sales slump?
- Can you tell me about a deal that didn’t go through and what you learned from it?
- How do you work with other departments like marketing and customer service?
- What do you think our product or service needs to succeed in the market?
- How would you describe your management style?
- How do you handle team conflicts?
- What’s the biggest challenge you’ve faced as a sales manager and how did you overcome it?
- How do you keep up with industry changes?
- Can you give an example of how you’ve successfully built customer relationships?
- How do you go about creating a sales plan?
- What role does customer feedback play in your strategy?
- How do you prioritize your tasks and responsibilities?
- Can you talk about a time you had to adapt quickly to a new situation?
- How do you make sure your team meets deadlines?
- What’s your strategy for upselling or cross-selling?
- How do you make tough decisions under pressure?
- Can you share a time when you had to let someone go from your team and how you handled it?
- What do you do for self-improvement and professional growth?
- Why do you want to work with us, and what do you think you can bring to our team?
About Sales Goals
- How do you set yearly sales goals?
- What factors do you consider when making sales targets?
- Do you prefer team goals or individual goals? Why?
- How do you break down annual goals into quarterly or monthly ones?
- How do you make sure goals are realistic but challenging?
- What’s your plan if the team is falling short of a goal?
- How do you align sales goals with the company’s overall objectives?
- How often do you review and adjust goals?
- What tools or software do you use for tracking progress toward goals?
- How do you keep the team focused on goals without causing stress?
- Do you set different types of goals like revenue, customer retention, and new customer acquisition?
- How do you handle missed goals?
- What rewards or incentives do you use to help meet goals?
- How do you involve your team in the goal-setting process?
- How do you balance short-term and long-term goals?
- How do you communicate new goals to the team?
- What’s your strategy for tackling big, ambitious goals?
- How do you ensure that goals are clearly understood by everyone?
- What metrics do you use to measure progress?
- How do you encourage team members who are struggling to meet goals?
- Do you set goals for customer satisfaction?
- How do you gather data to set future goals?
- How do you handle it if a goal turns out to be unrealistic?
- Do you think it’s important to celebrate when a goal is met? If so, how do you celebrate?
- How do you make sure that achieving sales goals translates into profitability?
- Do you ever revise goals mid-way through the time period? Why or why not?
- How transparent are you with the team about overall company goals?
- Do you have any goals related to personal development for your sales reps?
- How do you help a team member who consistently fails to meet their goals?
- Can you share an example of a time when your team exceeded the goals? What did you learn from that experience?
About Commission and Bonuses
- How is the commission structure set up?
- Are commissions capped at a certain amount?
- What’s the average commission a sales rep can expect?
- How often are commissions paid out?
- Is there a different commission rate for new customers vs. repeat business?
- Are there any bonuses for hitting certain milestones?
- How do you handle commission disputes?
- What happens to commissions if a customer returns a product or cancels a service?
- Are there spiffs or short-term incentives for selling certain products?
- Do team members earn commission on upsells or cross-sells?
- How is commission affected if a deal involves multiple team members?
- Is there a commission clawback policy?
- How soon after a sale closes is commission paid?
- Are there any bonuses tied to customer satisfaction?
- How transparent is the commission process?
- Are there any seasonal bonuses or incentives?
- How do you ensure that the commission structure is fair for everyone?
- Are there performance bonuses for reaching certain targets?
- How do you keep track of commissions and bonuses?
- Are there any non-cash rewards like trips or gifts?
- Is there a minimum sales threshold before commission kicks in?
- Do sales reps have the opportunity to negotiate their commission rate?
- How often do you review and update the commission structure?
- Are commissions paid on revenue or profit?
- Are there commissions for renewals or recurring business?
- Is there a sign-on bonus for new team members?
- Do you offer any bonuses for long-term loyalty to the company?
- Are there penalties for not meeting sales quotas?
- How are commissions affected if a sales rep leaves the company?
- Can you share an example where a sales rep significantly exceeded their commission expectations?
About Handling Difficult Customers
- What’s your first step when dealing with an angry customer?
- How do you train your team to handle difficult customers?
- Can you share a story where you turned a difficult customer into a loyal one?
- What’s the toughest customer complaint you’ve ever handled?
- How do you decide when to give refunds or discounts to upset customers?
- Do you have any scripts or guidelines for handling customer complaints?
- How do you de-escalate situations where a customer is very upset?
- What role does empathy play in dealing with challenging customers?
- How do you follow up with customers after a complaint has been resolved?
- Do you involve higher-ups when dealing with particularly tough customer issues?
- How do you manage your own stress or frustration when dealing with difficult customers?
- How do you keep the rest of the team motivated when dealing with a challenging customer situation?
- How do you ensure that a difficult customer’s feedback is taken into account for future improvements?
- What do you consider a “difficult customer“?
- Do you have any go-to phrases that help calm a situation down?
- How do you balance the needs of the customer with the needs of the company?
- How do you teach your team to protect their own mental health while dealing with tough customers?
- Are there any tools or software you use to manage customer complaints?
- How do you measure customer satisfaction?
- How do you keep records of customer interactions, especially difficult ones?
- What role does active listening play in managing difficult customers?
- How do you know when to take over from a team member in handling a difficult customer?
- How do you prevent difficult customer interactions from affecting the team’s morale?
- Do you have any training sessions focused solely on handling challenging customers?
- How do you make sure the rest of the team learns from difficult customer interactions?
- Do you seek feedback from team members about how to improve challenging customer interactions?
- How do you make sure not to promise more than can be delivered when resolving a customer issue?
- How do you handle situations where a customer is unhappy but not entirely at fault?
- Do you have a process for sharing customer complaints with the product or service teams?
- What’s the most creative solution you’ve ever come up with for a difficult customer?
About Client Retention
- How do you define customer loyalty in your team?
- What strategies do you use to keep customers coming back?
- Can you share a success story of retaining a long-term client?
- How do you measure client retention rates?
- What’s your approach to after-sales service?
- Do you have any programs to reward loyal customers?
- How do you gather feedback from existing customers to improve retention?
- How often do you reach out to current clients to check in?
- What steps do you take if you notice a customer is becoming less engaged?
- Do you have any special tactics for retaining high-value clients?
- How do you train your team to focus on customer retention?
- How do you balance acquiring new clients with retaining existing ones?
- What are the common reasons you find for customers leaving, and how do you address them?
- How do you handle clients who are considering switching to a competitor?
- Do you customize retention strategies based on different types of customers?
- What’s your strategy for upselling or cross-selling to current clients?
- How do you decide which clients to focus on for retention efforts?
- Do you use any customer relationship management (CRM) features specifically for retention?
- How do you align your retention goals with the company’s overall strategy?
- Do you collaborate with other departments, like Customer Service, to improve client retention?
- How important are customer reviews and testimonials in your retention strategies?
- What role does customer education play in retention?
- How do you ensure consistency in the customer experience to aid retention?
- Do you conduct exit interviews or surveys when a customer leaves?
- How quickly do you follow up on customer complaints or issues?
- How do you handle contract renewals to ensure continued business?
- Do you have key performance indicators (KPIs) specifically for client retention?
- How do you make use of data analytics in client retention?
- How do you celebrate or acknowledge team successes in client retention?
- What are the biggest challenges you face in retaining clients, and how do you overcome them?
About Team Structure
- How is the sales team currently organized?
- How many people do you usually manage at one time?
- Do you separate teams based on product lines or customer types?
- How do you decide who works on which accounts?
- Are there specialized roles within the team, like for new business or customer retention?
- How often do you evaluate the team’s structure?
- Do you have a process for onboarding new team members?
- How do you handle team members who work remotely?
- What’s the communication flow like within the team?
- How does the sales team interact with other departments like marketing or customer service?
- Do you have any team leads or sub-managers? What’s their role?
- How do you match team members for collaborative work?
- How flexible is the team structure to adapt to new challenges or opportunities?
- What are the key responsibilities for different roles within the team?
- How do you handle role changes or promotions within the team?
- Do you have cross-functional teams for specific projects?
- How do you decide when it’s time to expand the team?
- Are there any mentoring or buddy systems in place?
- How do you ensure everyone on the team has a voice and can contribute ideas?
- How do you deal with conflicts or tension within the team?
- Do you rotate team members to prevent burnout or to cross-train skills?
- How do you make sure everyone stays on the same page when things get busy?
- Do you hold regular team meetings? What’s usually on the agenda?
- How do you keep remote or off-site team members integrated?
- What’s the process for offboarding team members who leave the company?
- Do you have a backup plan for key roles in case of sudden changes?
- How does team structure impact individual and team goals?
- How do you support diversity and inclusion within the team structure?
- What opportunities for autonomy and leadership do team members have?
- Can you share an example of a change in team structure that led to improved performance?
About New Product Launches
- How do you prepare your team for a new product launch?
- What role does the sales team play in shaping a new product before its launch?
- Can you share an example of a successful product launch you’ve managed?
- How do you set sales goals for a new product?
- What’s your strategy for educating the team about the new product?
- How do you create excitement within the team for a new product?
- Do you involve the sales team in the beta testing of a new product?
- How do you handle initial customer feedback after a product launch?
- How do you work with the marketing department during a product launch?
- Do you offer special commissions or bonuses for sales of a new product?
- What are the key messages you focus on when selling a new product?
- How do you identify the target market for a new product?
- What’s your plan for upselling the new product to existing customers?
- How do you deal with unexpected issues or bugs during a product launch?
- Do you have a process for collecting sales data specific to the new product?
- How do you adapt your sales pitch for different customer segments?
- What kind of after-sales support do you provide for a new product?
- How do you measure the success of a new product launch?
- Do you have any post-launch debriefs to evaluate what went well and what didn’t?
- How do you incorporate customer feedback into ongoing sales strategies for the new product?
- Do you use any special tools or software to manage the product launch process?
- How do you communicate updates or changes about the new product to the team?
- What is the role of demos or samples in selling a new product?
- How do you handle inventory or stock issues during a new product launch?
- What’s your strategy for managing customer expectations for a new product?
- How do you coordinate with other departments like R&D or manufacturing during a launch?
- Do you offer special training or workshops for selling the new product?
- How do you make sure the team meets its sales targets for the new product?
- How long after launch do you evaluate the product’s impact on overall sales?
- Can you share a lesson you’ve learned from a product launch that didn’t go as planned?
About Sales Tools and Software
- What sales software does the team currently use?
- How do you decide which tools are right for the team?
- Are there any tools you’re considering adding soon?
- How do you make sure everyone knows how to use the sales tools?
- What features do you find most useful in a Customer Relationship Management (CRM) system?
- Do you use any tools for automating repetitive tasks?
- How do you keep track of customer interactions and notes?
- Are there any tools you use for remote sales and meetings?
- How do you manage data security with the sales tools you use?
- What’s your go-to tool for sales analytics and reporting?
- Do you use any specific tools for email campaigns?
- How do you integrate different sales tools together?
- What tools do you use for team communication?
- Are there any mobile apps that you recommend for sales reps?
- How often do you review and update the tools you use?
- Do you use any special software for contract management?
- What tools do you use for lead generation and qualification?
- Are there any industry-specific tools that you find useful?
- How do you handle technical issues or downtime with sales tools?
- Do you use any tools for sales training and development?
- What’s your strategy for keeping customer data up to date?
- How do you measure the ROI of a new sales tool?
- Do you use any tools for social selling or outreach?
- What tools do you recommend for time management and productivity?
- Do you have a backup plan in case a key tool fails?
- How do you ensure compliance with data protection regulations through your tools?
- Do you use any gamification software to motivate the team?
- Are there any tools that you think are overrated or unnecessary?
- What’s your approach to software updates and adopting new features?
- How do you stay updated on new sales tools and technologies?
About Customer Relationship Management
- What CRM system do you currently use, and why did you choose it?
- How do you train team members to use the CRM effectively?
- What kind of information do you prioritize storing in the CRM?
- How often is the CRM database updated?
- Do you use the CRM for email marketing or newsletters?
- How does the CRM help with forecasting sales?
- Can you track customer interactions across multiple channels in the CRM?
- How do you use the CRM to improve the customer experience?
- Do you integrate the CRM with other tools or platforms?
- How do you handle data privacy concerns in the CRM?
- Do you use the CRM for managing customer service inquiries?
- How do you segment customer data in the CRM?
- What’s your process for adding new leads to the CRM?
- Do you use the CRM for tracking referrals or affiliate partnerships?
- How do you use analytics and reports from the CRM?
- Is the CRM accessible for remote or mobile team members?
- What features of the CRM do you find most valuable?
- How customizable is the CRM to fit the sales process?
- Do you have a process for cleaning and maintaining the CRM data?
- How do you manage access permissions for different team members in the CRM?
- Is the CRM integrated with any social media platforms?
- How do you use the CRM to manage and renew contracts?
- Do you use any add-ons or plugins to enhance the CRM’s capabilities?
- How do you back up data from the CRM?
- What’s your process for migrating to a new CRM, if needed?
- Do you use the CRM to set and track team goals?
- How does the CRM support your upselling and cross-selling efforts?
- Do you use any AI or machine learning features in the CRM?
- How does the CRM assist with order management and invoicing?
- How do you evaluate the success and ROI of the CRM system?
About Sales Metrics and Tracking
- What are the key sales metrics you focus on?
- How often do you review these metrics?
- How do you track individual versus team performance?
- Do you have different metrics for different stages of the sales process?
- How do you measure lead quality?
- What tools do you use for sales tracking and reporting?
- How do you keep the team informed about their performance metrics?
- How do you handle it if the team is not meeting their targets?
- What metrics do you use to measure customer satisfaction?
- Do you use any real-time tracking tools?
- How do you track the ROI of sales campaigns or strategies?
- What metrics help you understand your competition?
- How do you measure the effectiveness of different sales channels?
- Do you track metrics related to the length of the sales cycle?
- How do you adjust goals based on performance metrics?
- What metrics do you use to evaluate pricing strategies?
- How do you track follow-ups or customer touchpoints?
- Do you track sales metrics by geographic location or demographics?
- How do you use metrics to identify upsell or cross-sell opportunities?
- Do you analyze win-loss ratios? How does that influence strategy?
- What metrics do you consider when planning sales quotas?
- How do you ensure data accuracy in your sales metrics?
- What metrics help you identify training needs within the team?
- Do you have any “vanity metrics” that are nice to have but not essential?
- How do you measure the success of a new product launch?
- Do you use metrics to assess the value of long-term customer relationships?
- What metrics do you track for customer churn?
- How do you adjust metrics to account for market trends or seasonality?
- What metrics help you decide when to discontinue a product or service?
- How do you align your sales metrics with the company’s overall business goals?
About Training Programs
- What kind of training programs do you currently have in place?
- How often do you run training sessions for the team?
- Do you use in-house training or bring in external experts?
- How do you decide what training topics to focus on?
- Are training programs mandatory for all team members?
- Do you offer training for new tools or software?
- How do you measure the effectiveness of a training program?
- Are there any certification programs that you recommend?
- What’s your strategy for onboarding new team members?
- Do you provide training on customer service skills?
- How do you keep training content updated?
- Do you offer any leadership or management training?
- Do you provide training on industry trends and updates?
- What types of sales techniques do you cover in training?
- Are there any online courses or resources you recommend?
- How do you handle it if someone is struggling despite training?
- Do you offer any soft skills training, like communication or time management?
- Are there training resources available for remote team members?
- How do you train the team to handle objections or difficult customers?
- Do you have any role-playing exercises as part of the training?
- Do you offer ongoing training, or is it just a one-time thing?
- Are there any training programs focused on ethical selling?
- Do you offer training on how to use social media for sales?
- How do you gather feedback on training programs?
- Do you provide any financial support for external training or courses?
- What’s the link between training performance and promotions or bonuses?
- Do you offer any training on contract or deal negotiation?
- How do you make sure everyone has time for training without affecting sales targets?
- Do you have any mentorship programs as part of your training?
- Can you share an example of someone who really improved because of training?