An ideal candidate should have experience in a sales company similar to yours. If your company needs an outside sales representative, the candidate should have experience as an outside sales representative. If your company needs an inside sales representative, the candidate should have experience with inside sales. Additionally, if your company requires cold calling/cold selling, the candidate should have experience with a proven record of success with cold selling. What to look for in an answer:

• Experience in a company similar to yours
• Proven record of success in sales
• Recognition for sales made in previous jobs

An ideal candidate will know exactly how to close a sale by following the specific steps to make a sale. The sales steps include approaching the customer, asking probing questions, making recommendations, assuming the sale, rebuttal and overcoming objections and closing the deal. An ideal sales representative should be able to name these steps and provide examples of how they used the steps in their previous job. What to look for in an answer:

• Ability to name the steps to make a sale
• Confidence in their sales approach
• Leadership developed from previous sales experience

Sales may decline during specific times in the year. An ideal sales representative will have the motivation and a specific plan to increase sales when sales are declining. Look for candidates who will specifically talk about the steps that they would take to fix declining sales. Ideal candidates should stay focused, approach more customers, make more calls and dedicate their time to reaching their goals when sales are declining. What to look for in an answer:

• Hunger for success and for making sales
• Ability to reach their daily, weekly and monthly goals
• Ability to stay focused

An ideal candidate needs to provide great customer service. Selling once can be easy, but it takes someone with great customer service to make a customer come back for more. Look for sales representatives who have made connections with clients in their previous jobs. Candidates should provide you with the techniques they use to connect with clients and make them loyal customers to your company. What to look for in an answer:

• Ability to connect with people
• Great customer service experience developed from previous jobs
• Previous experience connecting with clients

Depending on your company, you might need your employees to adapt quickly and to thrive in a fast-paced environment. Sales representatives need to have the ability to work in these kinds of settings and make as many sales as possible while under pressure. To exceed in a sales position, the ideal candidate should have experience working in a busy environment, as well as experience adapting to change around them. What to look for in an answer:

• Ability to adapt to frequent changes
• Proven record of success in a fast-paced environment
• Confidence in their skills