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.
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Phone screening
Brief phone call to assess qualifications and interest
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Initial interview
In-person or virtual interview with hiring manager to discuss experience and skills
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Sales role play
Simulated sales scenario to evaluate selling abilities
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Behavioral interview
Structured interview to assess past behavior and skills
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Panel interview
Interview with multiple stakeholders to evaluate fit and capabilities
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Reference checks
Contacting provided references to gather insights on performance
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Final interview
Meeting with senior sales leaders or executives to make the final decision
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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) |
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Tell me about your previous sales experience.
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Experience
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How do you handle objections from potential customers?
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Sales Techniques
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Describe a time when you exceeded your sales targets.
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Achievements
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How do you build and maintain relationships with clients?
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Relationship Building
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What strategies do you use to generate leads?
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Lead Generation
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How do you handle rejection in sales?
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Resilience
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Tell me about a time when you had to negotiate a deal.
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Negotiation
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How do you stay motivated in a sales role?
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Motivation
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What is your approach to closing a sale?
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Closing Techniques
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How do you stay updated on industry trends and competitors?
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Market Knowledge
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Describe a time when you had to handle a difficult customer.
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Customer Service
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What CRM software have you used in the past?
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CRM Software
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How do you prioritize your sales activities?
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Time Management
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Tell me about a successful sales presentation you delivered.
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Presentation Skills
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How do you handle sales objections related to price?
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Pricing
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Describe a time when you had to work as part of a sales team.
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Teamwork
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What is your approach to upselling and cross-selling?
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Upselling Cross-selling
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How do you qualify leads to determine their potential?
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Lead Qualification
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Tell me about a time when you had to meet tight sales deadlines.
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Time Pressure
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What is your strategy for building a sales pipeline?
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Pipeline Management
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