Sales Representative

Function: Sales

About Sales Representative: Responsible for selling products or services to customers. This role falls within the Sales function of a firm. Key aspects of this role are covered below to give you an idea about your own resume and help you distill your own experiences for a prospective employer in interviews

Primary Activities

A Sales Representative in the Sales function is typically expected to perform the following activities as a part of their job. Expect questions delving deeper into these areas depending on your level of experience. This is a representative list and not a complete one; the latter are generally based on the exact nature of the role

Prospecting: Identifying and reaching out to potential customers to generate new leads and opportunities
Qualifying: Assessing the suitability of leads and determining their potential as qualified prospects
Presenting: Delivering sales presentations and product demonstrations to showcase the value and benefits of the offering
Negotiating: Engaging in discussions and negotiations with prospects to reach mutually beneficial agreements
Closing: Finalizing sales deals and obtaining customer commitment to purchase the product or service
Account Management: Building and maintaining relationships with existing customers, ensuring their satisfaction and identifying upselling opportunities
Market Research: Conducting research on industry trends, competitors, and customer needs to stay informed and adapt sales strategies accordingly
Reporting: Preparing and submitting regular sales reports, tracking performance metrics, and providing insights to management
Networking: Attending industry events, conferences, and meetings to expand professional network and generate new business leads
Continuous Learning: Staying updated with product knowledge, sales techniques, and industry developments through training and self-education

Key Performance Indicators

Sales Representatives in the Sales function are often evaluated using the following KPI metrics. Address atleast some of these metrics in your resume line items & within your interview stories to maximize your prospects (if you have prior experiences in this or a related role). This is not a comprehensive list and exact metrics vary depending on the type of business

Sales Revenue: The total amount of revenue generated from sales
Sales Target Achievement: The percentage of sales targets achieved within a given period
Customer Acquisition: The number of new customers acquired within a given period
Customer Retention: The percentage of existing customers retained within a given period
Average Deal Size: The average value of each sales deal closed
Sales Conversion Rate: The percentage of leads or prospects that convert into actual sales
Sales Pipeline Value: The total value of potential sales opportunities in the pipeline
Sales Activity: The number of sales calls, meetings, or interactions made within a given period
Sales Cycle Length: The average time it takes to close a sale from initial contact to final deal
Upselling/Cross-selling: The percentage of existing customers who purchase additional products or services

Selection Process

Successful candidates for a Sales Representatives role in the Sales function can expect a similar selection process as the one outlined below. Actual process may vary depending on seniority, size/type of company etc.

Phone screening
Brief phone call to assess qualifications and interest
Initial interview
In-person or virtual interview with hiring manager to discuss experience and skills
Sales role play
Simulated sales scenario to evaluate selling abilities
Behavioral interview
Structured interview to assess past behavior and skills
Panel interview
Interview with multiple stakeholders to evaluate fit and capabilities
Reference checks
Contacting provided references to gather insights on performance
Final interview
Meeting with senior sales leaders or executives to make the final decision
Offer negotiation
Discussion of compensation, benefits, and terms of employment

Interview Questions

Common Interview Questions that a Sales Representatives in the Sales function is likely to face. Prepare stories that tailor to your own experiences that may help you answer these questions effectively. This is not a complete list and more questions will be added over time. Use the topic tags in the search box below to filter by specific topics

Link	Question	Topic(s)
Link	Tell me about your previous sales experience.	Experience
Link	How do you handle objections from potential customers?	Sales Techniques
Link	Describe a time when you exceeded your sales targets.	Achievements
Link	How do you build and maintain relationships with clients?	Relationship Building
Link	What strategies do you use to generate leads?	Lead Generation
Link	How do you handle rejection in sales?	Resilience
Link	Tell me about a time when you had to negotiate a deal.	Negotiation
Link	How do you stay motivated in a sales role?	Motivation
Link	What is your approach to closing a sale?	Closing Techniques
Link	How do you stay updated on industry trends and competitors?	Market Knowledge
Link	Describe a time when you had to handle a difficult customer.	Customer Service
Link	What CRM software have you used in the past?	CRM Software
Link	How do you prioritize your sales activities?	Time Management
Link	Tell me about a successful sales presentation you delivered.	Presentation Skills
Link	How do you handle sales objections related to price?	Pricing
Link	Describe a time when you had to work as part of a sales team.	Teamwork
Link	What is your approach to upselling and cross-selling?	Upselling Cross-selling
Link	How do you qualify leads to determine their potential?	Lead Qualification
Link	Tell me about a time when you had to meet tight sales deadlines.	Time Pressure
Link	What is your strategy for building a sales pipeline?	Pipeline Management