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Competency Interview Questions for a Sales Manager or Sales Director
Competency-based questions for ‘sales leadership’ roles should focus on the candidate's ability to effectively manage and motivate a sales team. In addition, you should probe their experience using data and industry knowledge to spot opportunities and implement successful sales strategies to drive business growth.
Most sales leadership interviews should also include questions about the candidate’s ability to coach, train and develop the skills of their team. These questions should include setting KPIs, tracking progress and adapting to market changes as needed.
Example Competency Interview Questions for Sales Leaders
Some examples of sales leadership competency-based interview questions may include:
Can you provide examples of how you have effectively managed and motivated a sales team?
Describe a situation where you had to develop and implement a sales strategy that resulted in increased revenue or market share.
How do you foster a positive and collaborative work environment?
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- How do you handle conflicts or challenges within your team?
- If someone in your team was an overachiever but not a team player, what would you do?
- Describe the culture of your most successful sales team and what was the main ingredient in their success?
Can you describe a time when you had to coach an underperforming member of your team?
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- What happened?
- What strategies did you implement for them?
- What was the outcome?
How do you set sales goals, targets and KPIs for your team?
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- How do you track and measure progress towards these goals?
Can you provide examples of how you have used data and analytics to identify areas for improvement?
How do you stay up-to-date on industry trends and changes, and how do you use this knowledge to benefit your team and organisation?
Describe when you have adapted your sales strategy in response to changes in the market?
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- How did you make these adjustments
- What was the result?
How do you build and maintain relationships to drive sales and build long-term partnerships?
Can you describe a time when you had to make a difficult decision that had a significant impact on your team’s sales performance?
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- What was the context of the situation?
- How did you approach this decision
- What was the outcome?
Further Competency Interview Question categories:
Date published: 2nd March 2024
by Simon Bonner
Associate Director
About the author
Simon Bonner
With over 25 years in B2B sales and recruitment, Simon is an English Graduate from UEA and specialises in recruiting commercial and FMCG sales positions. Simon joined the sales recruitment industry in 1998 before progressing into field sales and returning to recruitment in 2015. As an Associate Director, Simon is well placed to understand the needs of clients and candidates' needs, having spent ten years selling electronic security and managing National Accounts within OEM manufacturers and distribution channels. An avid Luton Town football fan, Simon dotes on his two daughters and enjoys keeping fit, socialising, food and wine.
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