What type of answer you want here depends largely on the type of sales cycles that your company works with. Though it is vital for any sales engineer to be experienced enough in both to be viable in a long-term working environment, learning more about what the candidate prefers can allow you to get a feel for their professional character. Steer them in a specific direction depending on what you are looking for. What to look for in an answer:

• Familiarity with both long and short sale cycles
• Ability to adapt to either based on workplace
• Understanding of the differences between short and long sale cycles

This allows you to learn more about what the candidate knows about the company culture at your company. Here, you can match their expectations with yours, and it makes it easier for you to plan their position in the company. If you find that there is overlap between their answer and the environment you establish in your workplace, you know the sales engineer will be able to work well. What to look for in an answer:

• In-depth knowledge and genuine appreciation of your company
• Overall fit for your company
• Natural ability to settle into a professional role

It is always good to work with someone who is up to date on the latest developments in sales engineering. The candidate that tries out the latest techniques and keeps a repertoire of what works and what doesn’t is one you want working with you. Ask about some of the ways they keep their fingers on the pulse of closing, and see how they can help their position with you. What to look for in an answer:

• Commitment to staying abreast of the latest industry developments
• Eagerness to try out the newest techniques
• System of documenting notes of what works and what doesn’t

Pay attention to the answer you receive here as it will help define the framework for how the sales engineer will work in your business. Entry-level professionals and ones who have been in the industry for a while are used to different workloads and responsibilities. Make sure that the potential candidate shows that they are proficient in customer communication and that they are capable of going the extra mile. What to look for in an answer:

• Experience with advising customers
• Experience with selling and consulting on various products
• Willingness to go beyond the call of duty

You want your potential candidate to be interested in maintaining a relationship with previous clients. Not only does this help solidify your company’s role as an authority in your field, but it can also result in new leads on new products. Make sure that the sales engineer tries to keep up with their clients and details their techniques on making sure that their customer’s satisfaction lasts for the long-term. What to look for in an answer:

• Willingness to contact old customers
• Dedication to offering new services and products
• Understanding of longevity when it comes to business relationships

Sales engineers must be able to convey information effectively, using persuasion and public speaking skills to communicate information to others and build interest in the products and services they sell. This question helps the interviewer find candidates who will positively represent the company during presenations. A good answer should include:

• Examples of presentation skills
• Discussion of presentation aids and tools
• Confidence