4 Interview Questions to Put Together a Rockstar Sales Team

Sales reps may appear fantastic on paper; however, when it boils down to having what it takes?

Well, you are looking for somebody who is able to blow a quota right out of the water.

These sales interview questions will differentiate regular sales reps from Rockstar reps.

Before diving into the toughest questions, let us discuss what NOT to ask.

Do not ask generic questions such as “Why should I hire you?”

Do not bother with logic-problems which are too hard for candidates.

These 4 questions dive deeper than basic interview questions.

They will provide you the eye-opening and honest responses you have to have to really judge a sales rep’s potential.

1. If I ask your previous manager about your weaknesses and strengths, what will I hear?

This interview question is going to have some hearts racing.

If a job candidate experienced a rocky history with their previous employer, you will see it in their reaction.

Look for how truthfully they answer the question, even if it isn’t completely rosy.

Top performers will respond to this one calmly, while mediocre performers are going to shrink from it.

Use that question to gauge whether the candidate has integrity and honesty.

It isn’t about the perfect track record, it is about the capability of being open, even when it isn’t comfortable.

Related article: 5 Things Rockstar Salespeople Do Differently

2. Are you willing to jump on a mock sales call with me at this time?

Again, a confident candidate will take the ball and run to show that they know how a good sales process works.

To take it one step further, welcome them to conduct a cold call right on the spot. How they react under pressure is what you are evaluating.

You aren’t there to ruin his/her day, you’re searching for a Rockstar sales rep.

On-the-spot sales calls show those candidates who are natural performers.

3. How did you get yourself prepared for this interview?

Rockstar sales reps will have conducted their research on you, your product, and your company.

If a candidate is able to outline the steps taken to prepare for you, you have a winner.

If a rep didn’t prepare himself/herself for the interview, she or he will not be prepared for real-world calls.

4. You are really nice, yet you aren’t a top producer, and I only have space for top producers.

Bold right?

That is not actually a question, but an invite to push back.

Weak performers are going to shy away then awkwardly thank you for your time.

Top performers will enjoy responding to the question. They will flex their objection handling and offer you a glimpse into their grit.

Overcoming objections is critical for top sales reps to close a deal. Allow them to show you their skillset first-hand.

While putting together a Rockstar sales fleet, the questions in an interview will make or break you. Add the aforementioned four questions to your next round of interviews and you will find the sales reps who’ll thrive. You also will know which ones must be shown the door.