Mastering the Art of Prescreening: Essential Questions to Ask for Undefined Roles

What specific industry sales experience do you have?

Knowing a candidate's industry experience will help determine if they understand the complexities and nuances of your specific market. Candidates with relevant industry experience are more likely to have an existing network of potential customers and understand the unique challenges and opportunities in your market.

How comfortable are you with meeting sales targets within fixed deadlines?

Deadlines drive the rhythm of sales. It's imperative for a salesperson to be comfortable with this pace and capable of delivering consistent results within stipulated deadlines. Their comfort level and track record in this context reveals their potential for productivity and their time management skills.

Could you describe your experience working with CRM software?

Customer Relationship Management (CRM) software is an integral tool for modern sales processes. Consider candidates who are familiar with popular CRM platforms, as this shows they are capable of handling the digital side of sales which involves tracking leads, nurturing relationships, and closing deals.

How have you developed a new sales territory or revived a declining one?

Salespeople must be able to identify and leverage new opportunities, both in emerging markets and in markets where sales have declined. Their answer will reveal their strategic thinking, creativity and determination in driving growth.

Can you describe a situation where you regained the business from a lost customer?

Winning back an estranged customer is a difficult but critical part of sales. It requires humility, persistence, excellent communication, and problem-solving skills. How a candidate narrates their experience in this area can give you insights into their customer retention strategies and customer service skills.

Have you had experiences in sales where technical knowledge was required? Please describe.

Sometimes, selling a product or service requires specific technical knowledge. How the candidate describes experiences wherein they had to use technical knowledge can shed light on their ability to learn and leverage complex information for sales.

Have you consistently met your sales goals in your previous roles?

Consistency is key in sales. This question is straight to the point, yet it gives a clear picture of the candidate's potential for success in the role. If they have a strong track record of meeting sales goals, it's a good indication that they can do the same for your company.

How do you stay motivated when facing multiple rejections?

Rejections in sales are inevitable. It's important to know how the candidate stays motivated in the face of adversity. Resilience and a positive mindset can turn rejection into learning opportunities and eventual success.

Can you describe a situation where you persuaded a potential customer to look past the price?

Sales is about value, not only price. The right salesperson can make customers see the value of a product or service beyond its price tag. This question tests a candidate's powers of persuasion and their ability to sell value over price.

How equipped are you in negotiating large deals with top executives?

Big deals often involve negotiation with top executives. The candidate's response to this question will give you an insight into their strategic negotiation skills and their ability to interact with high-level executives.

Describe a situation where a sales presentation didn't go as planned and how did you handle it?

Even the most well-planned presentations can take a turn for the worse. How the candidate navigates uncertainty can tell you a lot about their adaptability and ability to think on their feet.

In your opinion, what strategies work best for prospecting for new clients?

Prospecting is an incredibly important part of sales. The strategies a candidate uses to find and attract new clients can reveal their creativity, adaptability, networking abilities, and initiative.

Can you describe a time when you overcame a customer's objection or hesitation to close a deal?

Overcoming objections is a crucial component of closing deals. Candidates should be equipped to handle objections in a calm, patient, and efficient manner, with a focus on problem-solving and demonstrating the value of the product or service.

What are your top three strategies for managing stressful situations in sales?

Stress goes hand-in-hand with sales. The strategies they use to manage stress can provide a window into their emotional intelligence and ability to handle high-pressure situations.

Can you describe a successful upselling or cross-selling experience?

Upselling and cross-selling drive revenue growth and customer loyalty. Successful experiences in this area showcase a candidate's ability to create additional value for customers and the company alike.

How do you organize your day to ensure you're able to meet with clients while also dealing with all the other aspects of your role?

This question delves into a candidate's time management and prioritization strategies. Helping you understand how they balance client interactions with administrative and analytical tasks.

Can you give a brief description of the sales cycle in your current (or last) role?

Understanding the typical sales cycle a candidate has worked with can shed light on their strategic selling skills, their persistence, and how well they understand the steps required to close a sale.

How do you follow-up with customers after closing a deal?

Post-sale follow-ups can ensure customer satisfaction and encourage repeat business. A candidate's method of following up shows their commitment to providing excellent customer service even after the sale.

How do you infiltrate a market dominated by a competitor?

Making inroads in a competitor-dominated market requires tenacity, creativity, and strategic acumen. How a candidate approaches this task speaks to their market understanding and ability to develop and execute competitive strategies.

What does consultative selling mean to you and how have you implemented it in the past?

Consultative selling is a customer-centric approach wherein the salesperson acts as a partner, rather than a vendor. Candidates versed in this technique are likely adept at building trust-based relationships, solving problems, and providing value to customers.