"Every problem is a gift. Without problems, we would not grow."
Anthony robbins

Interviewing for a new sales job? Four ways to ask impactful questions (and get hired).

If you have ever interviewed for a sales job before, you know that standard protocol (usually towards the end of the interview) is for the interviewer to ask you…

Do you have any questions for me?”

First and foremost, the answer to this question should never be “NO”.  You should have 3-5 impactful questions ready to go. These questions are far more important than most people realize, as asking good questions is part of what makes a good sales rep.  In fact, I believe that the questions you ask can often be more impactful than the questions you answer.

Four Ways To Shine…

Ask something personal – People inherently like to talk about themselves and by asking something personal you put the interviewer at ease and create a reciprocity of communication. Think about it, the manager has spent the last 45 minutes talking only about you. If you never ask anything about them or their background, you miss an opportunity to get to know them. As strange as it may sound, people will actually remember you more when they get a chance to talk about themselves.


  • Tell me about your background and how you ended up at this company?
  • Tell me about your time as a rep here and how you were successful enough to be promoted?

NOTE: By personal questions, I do not mean something non-work related or about their childhood.

Ask questions that showcases your research – Questions should never be generic. Managers get tired of answering the same exact questions… especially when conducting multiple interviews in day. Use the Q&A time to draw attention to the prep work that you have put into the interview process.


  • I spoke to one of my doctors about this technology and she mentioned _____, can you elaborate on this?
  • I read your recent earnings report and it looks like this business unit grew 22% last quarter, what do you attribute that to?

NOTE: Keep these questions relevant and related to sales.  Saying something like “I read you all have some supply chain issues with a factory in China” is not going to earn you any points. Focusing on problems that have are beyond the managers control can be annoying and negative.

Ask sales metric questions – Driving sales numbers and revenue is ultimately why salespeople exist. Many candidates focus so much on backgrounds, skillsets, and relationships that they lose focus of sales numbers.  By asking a question specifically about sales dollars, you will differentiate yourself from 90% of candidates.


  • How much revenue did this territory do last year and how much could you see that growing if you hire a high performing rep?
  • Tell me about the potential new revenue opportunity that a top tier sales rep could bring in next year and how might that person achieve those goals in this territory?

NOTE: This is not a compensation question. You are asking the manager what “good looks like” and what it takes to be successful. This will tell you a lot about their expectations and the opportunity itself.

Ask about THEIR needs – Ask them the specific needs that they have in this market and what they are looking for to hit those goals. This is a follow up question that gets them talking about their vision for the team and what they want for the role.  


  • Besides the basic traits that most good reps possess, tell me some specific things you are looking for that will get this territory revenue in the top 10% of the company next year?
  • Of the skillsets you laid out, which do you think is the most important to make this a successful hire for this geographic market?
  • You mentioned a specific challenge earlier in our interview, describe your vision for overcoming that challenge in the territory?

NOTE: The questions about needs should ultimately lead you right to your close. You should be fully prepared to re-address your skillset and how you might be able to partner with the manager to achieve their goals.

If you do not have a clear solution or you need time to ponder what was said, tell the manager that you are excited to start researching those items and you will present in your next interview.

Make yourself memorable by closing the interview with the right questions to take the next step!

All Blogs In This Collection
job interview mistakes for millennials

Six Missteps that are Tripping Up Millennials in the Job Search

Don't Make These Rookie Mistakes when Interviewing

Read more
medical sales interview tips - authenticity in an interview

The Power of Authenticity in an Interview

Using Authenticity to your advantage while interviewing

Read more
breaking into medical sales without a lot of experience

Four Strategies for Breaking Into Medical Sales...

How to get into medical sales, a guide for young professionals without a lot of experience

Read more
interviewing sales tips - avoid these topics

Using these phrases in interviews... WATCH OUT.

Be careful not to say too much in an interview. These phrases can lead to trouble.

Read more

The Art of CLOSING in a Job Interview

Closing tactics when interviewing for a sales job - Do's and Don'ts

Read more
Assessing your own company and where they stand in the medical industry

How Secure is Your Job? 7 Simple Questions to Ask

Assessing your own company, Are they still growing?

Read more
Ask impactful questing at the end of an interview. How to stand out and get hired.

Interviewing for a new sales job? Four ways to ask impactful questions (and get hired).

Ask impactful questing at the end of an interview. How to stand out and get hired.

Read more
toxic work culture - red flags during interviews. Watch outs while interviewing

Five Ways to Spot Bad Corporate Culture While Interviewing

Red Flags during the interview process that might be warning signs of a bad corporate culture

Read more
how to not lose candidates during interview process. Close more good salespeople

5 Reasons Managers Lose Good Candidates During the Hiring Process

Losing candidates during the interview process? 5 things managers should do to close more top-notch sales people

Read more
Fired - you can recover

Showing Resilience after being fired and answering tough interview questions

Recovering after being fired, how to handle it and prepare for your next job

Read more
Improve your medical sales resume by avoiding these common mistakes

Medical Sales Reps...avoid these 8 resume pitfalls

Improve your medical sales resume by avoiding these common mistakes

Read more

The Top 5 Fears that Paralyze Medical Sales Reps

Don't let fear prevent you from finding your next great opportunity in medical sales. Common fears that prevent us from advancing our careers

Read more
stock options and start ups in medical technology

Evaluating Stock Options and Start-ups in the Med-Tech Sector

Understand start-ups and stock options in med-tech sector and review some basic questions/answers of a typical stock options “package” that is commonly offered with start-ups.

Read more

Using GLASSDOOR to "research" your next medical sales job? ...get real.

Use caution when using online company reviews (like Glass Door) to research your next medical sales job

Read more

Interviewing?...The old 30/60/90 planner needs to go away.

When interviewing for you next medical sales job, be careful not to develop a generic 30, 60, 90 planners. Be bolder, be more creative, be more specific

Read more

Looking for your next medical sales job...Enroll in Networking 101.

Building a strategy for networking in medical sales and finding your next job and learn that a shortfall I see in far too many candidates is relying solely on the internet and digital communication. Play the odds and differentiate yourself by networking the old fashion way

Read more

Embracing the dreaded "feedback" during job interviews

When a recruiter provides you with feedback, understand that they are trying their hardest to HELP YOU GET HIRED.

Read more

Hiring Managers...Your leadership starts in the first job interview.

A hiring manager's leadership skills and professionalism should be on full display for candidates during the interview process. Courteous managers attract better talent.

Read more

Wearing scrubs (or a golf shirt) to a job interview...BAD IDEA!

Don't hurt yourself in the job interview process with the wrong attire. Wearing scrubs or a golf shirt is a risky strategy for landing your dream job. The professional landscape is changing and attire in the workplace has gotten more casual, but there is a time and a place.

Read more
Job interview Tips for Medical Sales Reps

Avoid finishing second in the job interview process.

Interviewing tips for getting the job, rather than than wondering what you could have done. Tips from a recruiter on what other medical device reps have done to close the sale.

Read more
Linked In Logo

7 Deadly Sins of LinkedIn...For Medical Sales Reps.

As the job market gets more challenging, the look and feel of your LinkedIn profile is more important than ever. Even if you are not a big social media person, your LinkedIn profile is a vital part of your digital brand and the “storefront” that recruiters and managers use when “shopping” for new talent.

Read more
Resume writing

Top 10 Things Your Resume Should Include

Looking for some basic information about writing a resume to make it stand out among the rest? Check out these following resume writing tips to learn how to develop each section for maximum success.

Read more