A hiring manager's question bank for sales reps — prospecting, discovery, objection handling, pipeline discipline, and closing. Built to find someone who fills the top of the funnel and carries deals across the line, not just someone who interviews well.
Hiring sales is uniquely tricky because the people you interview are professionals at the very thing you are evaluating: persuasion. A great sales rep can make a thin track record sound impressive, so your job is to get underneath the charm and find evidence of real, repeatable performance. The best reps share three traits that hold up under questioning — they prospect relentlessly so the pipeline never runs dry, they actually listen during discovery instead of pitching over the customer, and they handle rejection without losing momentum. Quota attainment matters, but context matters more: hitting target in a hot inbound market is very different from grinding out cold outbound in a tough territory, so always ask how the number was made. Watch closely for how a candidate handles objections live, because you can simulate it right in the interview — push back on something and see whether they get defensive, fold, or calmly dig into the real concern. Pay attention to resilience too. Sales is a string of small rejections, and the rep who treats a lost deal as feedback will outlast the one who takes it personally. Finally, do not let pure charisma decide it; the strongest reps are also disciplined operators who keep their CRM clean, forecast honestly, and know exactly where every deal stands. The questions below move from prospecting and discovery into live objection handling, then pipeline rigor and the closing and resilience stories that separate a true closer from a smooth talker.
Run six to eight questions and reserve time for a live objection-handling exercise — push back on a claim and watch how they respond in real time. Lead with a prospecting question, dig into one quota story with "how exactly did you hit that number?", then assess pipeline discipline. Charisma is easy to fake in an interview; CRM rigor and honest forecasting are not.
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