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Sales Manager
Sales Manager Interview Questions and Answers
Last updated: January 18, 2026This guide is designed to help you prepare for a Sales Manager interview. The Sales Manager interview test is designed to evaluate your transition from "doing" to "leading." While a Sales Executive focuses on closing their own deals, a Sales Manager is responsible for the collective output of the entire team. This assessment looks for leadership maturity, strategic thinking, and the ability to coach different personalities toward a common revenue goal.
Type of Questions to Expect in a Sales Manager Interview
You will face questions that test your management style and your business acumen:
- Coaching & Performance: "How would you handle a high-performing salesperson who refuses to use the CRM?" or "How do you coach a team member who is currently at 60% of their quota?"
- Sales Strategy: "Describe your process for territory planning and setting annual sales targets."
- Forecasting & Data: "How do you ensure your monthly revenue forecasts are accurate?"
- Conflict Resolution: "How do you resolve a 'lead ownership' dispute between two competitive sales reps?"
- Recruitment: "What specific traits do you look for when hiring a new Sales Executive for your team?"
What the Interviewer Will Expect
The hiring panel is looking for a leader who can deliver results through others. They will specifically look for:
- Emotional Intelligence (EQ): Can you motivate different types of people, from the "lone wolf" to the "team player"?
- Analytical Skills: Can you look at a sales pipeline and identify exactly where deals are getting stuck?
- Strategic Vision: Can you see the "big picture" and align your team’s daily activities with the company’s long-term growth?
- Accountability: Do you take responsibility for the team’s targets, even when the market is tough?
- Systems Thinking: Are you comfortable using technology (like Salesforce or HubSpot) to track and improve team performance?
Tips on Getting Ready
To show you are ready to lead a sales department, follow these steps:
- Know Your Numbers: Be ready to discuss the specific growth you achieved in your previous roles. Use metrics like Year-over-Year (YoY) growth, average deal size, and conversion rates.
- Define Your Coaching Philosophy: Have a clear answer for how you develop talent. Do you believe in "ride-alongs," weekly 1:1s, or group role-playing?
- Master the STAR Method: For behavioral questions, describe the Situation, Task, Action, and Result. Focus on "we" and "my team" when discussing results.
- Research the Product & Market: Understand the company's sales cycle. Is it a 12-month enterprise cycle or a 2-week transactional cycle? Tailor your management style to that reality.
- Prepare a "First 90 Days" Plan: Be ready to explain what you would do in your first three months to evaluate the team and start driving revenue.
Total Questions
215
Per Attempt
10
Time Limit
60 min
Difficulty
medium
Categories:
Sales / Marketing
Skills Covered:
Analytical
Communication
Critical Thinking
Topics:
#Sales Manager
#Sales
