You won’t find the best sales representatives asking the same-old interview questions. Your sales interview questions should be about the specifics of the sales process, and should be relevant to your industry.

Ask sales candidates these interview questions, to find the best fit for your team:

1. Why do you want to work in sales?

Candidates who struggle to answer this interview question should signal a red flag. Look for candidates who are passionate about their work and who want to work in the field for more than superficial reasons.

2. What motivates you to sell?

Engagement is a huge problem in the workforce. According to Gallup daily tracking polls, only 30 percent of American workers feel engaged in the office. Knowing what motivates sales candidates can help you choose a rep who will stay engaged, and will fit in with your team and culture. Look for reps who are motivated by personal goals, not commission.

3. How do you stay informed on your market?

Sales reps need to be able to actively research and stay up to date with market news and trends. Especially if a candidate is moving from one sales market to another, you need to know they can find and read the most relevant news outlets and trade publications in your niche.

4. Which part of the sales process is your least favorite?

This sales interview question rephrases the age-old question about strengths and weaknesses and ties it directly to sales. A candidate’s least favorite part of the sales process is most likely one of their weak points. In addition, if a candidate dislikes a critical part of your process, the rep isn’t for you.

5. Tell me about a time when you didn’t meet your quota.

If a candidate says they’ve always met their quota, they’re lying. Everyone has off periods. Brief slips in numbers happen and are OK — it’s how the rep handles the situation and turns it around that matters. Look for sales reps who acknowledge their past failures, share what they learned from the experience, and how they rebounded.

6. Was there ever a time when a past employer didn’t deliver on a product or service? How did you handle the situation?

How does the rep react under pressure? What will they do in crisis situations? You want a candidate who can handle difficult situations and maintain client relationships through it all.

7. How do you use social media in your selling process?

Depending on the industry, social media can play a large role in the sales process, from researching leads to building relationships in the industry. You want a candidate who is in touch with social media and uses it to their advantage. If a rep doesn’t use social media, it’s not a dealbreaker. Look for reps who are open to learn new strategies.

8. What research do you do before meeting with or calling a potential client?

Before entering conversations with new clients, sales reps should be familiar with their business, in addition to personal interests, to build relationships. Look for reps who use every available tool and dig deep to prepare for a client chat. Those who skim through company websites will be ineffective.

9. How do you prepare for client objections?

You don’t want a sales candidate who responds to client objections on the spot. Find candidates who have a process for identifying potential objections and preparing responses to them.

10. When do you stop pursuing a client?

The ideal answer to this sales interview question will vary depending on your company’s process and strategies. But overall, you want to know a sales rep is aggressive and persistent when pursuing leads.

11. Have you ever asked a lost prospect to explain why they didn’t buy? What happened?

You want a sales rep who will take the initiative to learn from their mistakes to do better next time. Candidates who follow up on missed deals are motivated to improve their performance and learn from every experience.

12. Have you ever turned a client down? Why?

Although you want an aggressive sales rep, they shouldn’t be reckless. Occasionally, a potential client may be a bad match for your service, or the product may not be in their best interest. Sales reps should know when to close a deal and when to reconsider a prospect.

13. What do you think is worse: missing your quota or having unsatisfied customers?

This sales interview question shows a candidate’s priorities and if they align with those of your company. What are your company’s goals? Do they match with the candidate’s?

14. What do you think our company could do better?

This interview question shows you what the candidate knows about your company and how much research they did before the interview. In addition, it also reveals their critical thinking skills, their industry know-how, and their ability to develop solutions.

Finding the right sales rep for your team can take some time, but asking the right questions can help you narrow down the best choice.

What are your go-to sales interview questions? Let us know in the comments below!