Preparing for Sales Interviews

Stepping into a behavioral sales interview well-prepared is the key to uncovering genuine talent and ensuring a fair, consistent process. In this unit, you’ll learn how to set yourself up for success by using a pre-interview checklist, managing your time effectively, and aligning with fellow interviewers. These steps will help you move beyond gut instinct and create a structured, objective experience for every candidate.

A pre-interview checklist is your roadmap to a focused and efficient interview. Start by thoroughly reviewing the job description, paying close attention to the core sales competencies required such as resilience, persuasion, and ownership. Next, select two or three behavioral questions for each competency. For example, if you want to assess ownership, you might prepare: "Tell me about a time you took responsibility for a stalled deal. What did you do?" Make sure your questions are tailored to the specific challenges of the role, like managing long sales cycles or building new client relationships.

Don’t overlook logistics: confirm the interview time and location (or video link), have the candidate’s résumé ready, and ensure any required materials are at hand. This preparation not only helps you stay organized but also ensures every candidate receives a fair and thorough evaluation.

Structuring your interview time wisely is essential. Begin with a brief rapport-building moment for just a couple of minutes to set the candidate at ease and outline the interview format. For instance, you might say: "Thanks for joining today. I’ll start with a few questions about your experience, then move into some scenario-based questions."

After a short introduction to the company and role, devote the majority of your time (about 20–25 minutes) to behavioral questions and follow-ups. Wrap up by inviting the candidate’s questions and clearly explaining next steps, such as: "We’ll finish interviews this week and aim to update you by next Friday."

Here is a sample interview time management example: