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Sales Manager Interview Kit

Comprehensive interview questions for sales managers focusing on leadership, performance, and revenue growth.

Questions

40

Duration

2.5-3.5 hours

Difficulty

Mid

Used By

500+ teams

PDF Format
1,452 downloads

Sales Performance & Strategy

Evaluate track record and strategic thinking

3 questions

−

Question 1: Walk me through your sales performance over the last 3 years. What were your quotas, attainment, and key wins?

What to Look For

  • • Specific numbers and percentages
  • • Consistent quota attainment
  • • Progressively larger deals or territories
  • • Clear explanation of success factors
  • • Ownership of misses
  • • Lessons learned from failures

Red Flags

  • • Vague about numbers
  • • Blames external factors for all misses
  • • No clear wins to discuss
  • • Can't explain success factors
  • • Numbers don't add up

Follow-up Questions

  • • What was your average deal size?
  • • What was your sales cycle length?
  • • How did you compare to peers?
  • • What would you do differently?

Scoring Guide

Excellent (9-10):Exceeded quota consistently, clear track record, owns failures, continuous improvement
Good (7-8):Met quota mostly, some big wins, reasonable explanations
Average (5-6):Mixed performance but shows growth
Poor (1-4):Poor performance or can't provide specifics

Question 2: How would you turn around an underperforming sales team? Give me your 30-60-90 day plan.

What to Look For

  • • Starts with diagnosis, not solutions
  • • Analyzes pipeline, metrics, and processes
  • • One-on-ones with each rep
  • • Quick wins identified
  • • Training and coaching plan
  • • Clear milestones and metrics
  • • Addresses both people and process

Red Flags

  • • Immediately fires people
  • • No systematic diagnosis
  • • One-size-fits-all approach
  • • No metrics or milestones
  • • Doesn't consider morale

Follow-up Questions

  • • What if half the team needs to be replaced?
  • • How do you maintain morale during changes?
  • • What metrics indicate turnaround success?

Scoring Guide

Excellent (9-10):Systematic approach, balances quick wins with long-term fixes, clear metrics
Good (7-8):Good plan with diagnosis and action steps
Average (5-6):Basic plan but lacks depth or metrics
Poor (1-4):No clear plan or unrealistic approach

Question 3: Describe your ideal sales process from lead to close. How do you ensure consistency across the team?

What to Look For

  • • Clear stage definitions
  • • Exit criteria for each stage
  • • Qualification methodology (BANT, MEDDIC, etc.)
  • • Use of sales tools and CRM
  • • Regular pipeline reviews
  • • Coaching at each stage
  • • Metrics and conversion rates

Red Flags

  • • No defined process
  • • Doesn't enforce consistency
  • • No qualification methodology
  • • Ignores CRM hygiene
  • • No measurement

Follow-up Questions

  • • How do you handle reps who don't follow the process?
  • • What's your qualification criteria?
  • • How often do you review pipelines?

Scoring Guide

Excellent (9-10):Detailed process with clear methodology, enforcement, and measurement
Good (7-8):Solid process with good structure and some measurement
Average (5-6):Basic process but lacks rigor or consistency
Poor (1-4):No clear process or inability to enforce

Team Building & Coaching

Assess leadership and development capabilities

3 questions

+

Metrics & Analytics

Evaluate data-driven management approach

2 questions

+

Cross-functional Collaboration

Assess ability to work with other departments

1 questions

+

Complete Sales Manager Interview Kit

Get all interview questions with scoring guides, red flags, and follow-up questions in a professionally formatted PDF.

PDF • 14 pages2.4 MBUpdated Dec 19, 2025
PDF Format
1,083 downloads

🎯 How to Use This Interview Kit

  1. 1.Review all questions before the interview to understand the evaluation criteria
  2. 2.Select 8-12 questions based on the role's specific requirements and interview time
  3. 3.Use the scoring guide to objectively evaluate each answer
  4. 4.Take detailed notes on specific examples and behaviors mentioned
  5. 5.Use follow-up questions to probe deeper when needed
  6. 6.Compare candidates using the standardized scoring system

Sales Manager Interview Kit - Complete Interview Kit

Download all questions, evaluation criteria, and scoring guides in a beautifully formatted PDF. Perfect for interview preparation and team alignment.

PDF • 8 pages2.4 MBUpdated Dec 19, 2025
PDF Format
1,142 downloads

Interview Best Practices

✅ Do's

  • • Take detailed notes during the interview
  • • Ask follow-up questions to dig deeper
  • • Give candidates time to think
  • • Use the scoring guide consistently
  • • Document specific examples from answers

❌ Don'ts

  • • Don't rush through questions
  • • Don't ask illegal or discriminatory questions
  • • Don't make snap judgments
  • • Don't forget to sell your company
  • • Don't skip the candidate's questions

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