Most of us walk into a sales interview focused on the questions they are going to be asked. They practice how they'll pitch themselves, explain their experience, or handle tough objections. But here’s what too many candidates miss: your questions matter just as much as your answers.
I have been on both sides of the interview table, as the one asking and the one answering, and I always pay just as much attention to the questions candidates ask me as I do to their responses. A good question can reveal a lot: what someone cares about, what motivates them, and how seriously they prepared.
So keep this trick of the trade handy. It says more about you than you think. A good interviewer listens closely to the questions you ask. Because your questions reveal how you think.
The best candidates treat the sales interview like a discovery call. You are not just there to impress — you are also qualifying them. Is this a place where you can win? Can you grow here? Will you be supported?
Before your next interview, take a moment to think like a closer. The questions you ask often say more about you than the answers you give. They reveal how you think, what you value, and whether you are serious about long-term success in sales.
I treat the interview just as I would a sale. I like to start by reading the room. I get a sense of where the interviewer is emotionally and match their rhythm so we can build real rapport. Once we’re in sync, I shift into discovery mode. I ask simple questions, in a casual way, just like I would with a prospect. I explore for pain, listen closely, and when the time is right, I close like a pro. Look, we all want the job, but you have to hold your horses and trust the process. That is exactly what this article is about.
Here is the complete list of 10 essential questions to ask in a sales interview. They fall into three categories that help you qualify the opportunity just like you would qualify a sales deal. Keep reading and make these questions your secret weapon in every interview.
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How do you measure success in this company
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What percentage of reps are hitting quota and why
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Why did the previous person leave this role
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What are the most common ways new reps fail here
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What traits do your top performers share
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Can you walk me through your onboarding and training process
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How are leads generated here and what is the inbound to outbound ratio
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What tools and resources do reps use to hit their number
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What opportunities are there for growth and promotion in this role
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What attracted you to this company, and what keeps you here
Performance
1. How do you measure success in this company?
This is the foundation. You cannot hit a target you do not understand. Ask how performance is measured. Do they focus on quota, pipeline, activity levels? And how often is success reviewed? This question shows you care about expectations from day one, and will also convey to you how this company cares about sales roles.
2. What percentage of reps are hitting quota and why?
This tells you how realistic the targets are. If few people are hitting quota, there is usually a reason. Are the leads weak? Is the territory oversaturated? Is the goal just too high? You are trying to understand how winnable the job really is.
3. Why did the previous person leave this role?
This one goes straight to the truth. If they were promoted, great. If they burned out or left quickly, that is something to explore. If the interviewer dodges the question, that tells you even more. You are not just filling a seat, you are stepping into a story. Listen carefully, you will be able to read a lot between lines.
Culture and Support
4. What are the most common ways new reps fail here?
Related to the previous question, asking about failure shows maturity. You want to know the common traps so you can avoid them. Maybe it is product complexity, lack of time management, or poor onboarding. This question helps you see the road ahead.
5. What traits do your top performers share?
You are looking to reverse engineer success. Do they excel at discovery? Are they highly organized? Are they grinders? This question shows that you are already thinking like someone who wants to be great.
6. Can you walk me through your onboarding and training process?
The first 90 days set the tone. Ask about ramp up support. Is there structured training? Hands-on coaching? Or are you thrown into the deep end? Good onboarding shows the company is invested in helping you succeed. This is just me, but checking how they handle low performance is crucial. If they put employees on PIPs, that is a red line for me, as I explain in this article. There are other options.
7. How are leads generated here and what is the inbound to outbound ratio?
This is a tactical question with strategic impact. Will you be sourcing most of your pipeline, or is marketing playing a real role? It also helps you understand the sales motion: full cycle, team-based, or self-managed.
8. What tools and resources do reps use to hit their number?
You want to know if they equip reps to win. Are they using Salesforce, Gong, Outreach, LinkedIn Sales Navigator? Or are you building everything from scratch? Tools do not close deals, but they show if the company invests in efficiency.
Growth and Future
9. What opportunities are there for growth and promotion in this role?
Do people grow here, or do they just stay in place? Ask about the path to AE, team lead, enterprise roles, or even management. Ask how often promotions happen and what success looks like long term.
10. What attracted you to this company, and what keeps you here?
This is where you get a real glimpse into culture. Most people answer this honestly, and if the interviewer is a newcomer 2 years or less, they You will hear what they love, what they tolerate, and what keeps them going. If the answer feels scripted, take note. If it is thoughtful, you are learning something real.
When you ask smart questions in a sales interview, you do more than gather information. You signal that you are intentional, thoughtful, and focused on long-term success. That is exactly the kind of mindset sales leaders look for.
By preparing questions yourself, and not just rehearsing answers for the interviewer, you will stand out from the rest. All applicants will have done their homework getting ready to be asked questions, but very few—very few—will have prepared any questions to ask during the interview.
So instead of memorizing answers, start preparing better questions. The interview is not just a test—it is your first chance to qualify them while showing that you know how to sell yourself.
Closing the Sales Interview Like a Pro
You’re interviewing for a sales job, so why not act like a sales pro? Closing is what sales is all about, and the interview is no different. After you’ve shared your story and asked your questions, try saying something like, “So now that we’ve both talked, do you have any doubts about me? Anything I can clear up so we can keep this moving?” It’s confident, shows you’re real, and proves you know how to close the deal.Before you shake hands and walk out, make sure you close the interview like a sales pro.
Seriously, you are a sales pro, so act like it. Always end with a close, even if you are not completely sure you want the job. Ask what the next steps look like, and check if there is anything that might keep them from moving forward with you. It shows confidence, self awareness, and control of the process. That is what good salespeople do.
⚠️UNPOPULAR OPINION
One more thing. Jumping straight into salary talk before building rapport or asking thoughtful questions is a red flag. It shows poor instincts. Let the interviewer bring up the numbers. You qualify first, then close. And if you want to get better at negotiation in general, read this book by Chris Voss. It is a classic for a reason.
And that is how great sales careers begin.
Now it's your turn, what is the most important question you ask in a sales interview? Share your go to questions and any thoughts in the comments below. Let us learn from each other.
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