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.  Relevant 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