Questions to Ask in a Sales Interview: Define Targets and Responsibilities

Read the vacancy and reply as separate evidence

Fictional vacancy: an account representative manages an assigned territory with a monthly booked-sales target of $40,000. The advert says “qualified leads supplied” and “training provided.” Recruiter reply: “The target is the value of signed new orders credited to you in the month. Invoice timing is separate. The manager will explain lead qualification, account allocation and the first-month ramp.”

The reply supplies a target definition but leaves the allocation and ramp arrangements open. Salesforce’s quota documentation also distinguishes measures and periods; the word quota alone does not establish a universal revenue definition. Use the employer’s actual terms for your questions.

Build a definition, source and control worksheet

Use a small example to expose a counting ambiguity

Assume the manager confirms that $30,000 in signed new orders was credited to the representative for April under the supplied definition. Attainment is $30,000 ÷ $40,000 × 100 = 75%. The remaining amount against that target is $10,000. This is arithmetic on the stated facts, not an earnings estimate.

If invoices issued in April total $22,000, do not substitute that amount in the numerator: invoice timing is a different measure in this case. If an order is shared across representatives, ask how credit is assigned before using its full value. The exercise does not supply a commission formula, so it cannot calculate pay.

Ask questions about responsibility as well as support

For leads: “Could you describe a recent lead at the point it was passed to a representative, including what had been confirmed?” This asks for an example without requiring confidential customer details. Then clarify who arranges discovery, maintains the opportunity record and handles a lead that is outside the territory.

For training: “What should a new representative be able to do by the end of the initial training period, and who reviews that readiness?” That is more precise than “Is the training good?” Keep a promised training activity separate from a guaranteed sales result.

Record an answer without extending it

Suppose the manager says that enquiry location determines the initial territory assignment, while existing named accounts follow a separate list. Your note should preserve both rules and request the relevant account-allocation information. It should not say that every enquiry in the area belongs to you.

Before the next stage, summarize what is known: target measure and period confirmed; lead criteria, overlapping account process and ramp still require the responsible manager’s explanation. Use those gaps to choose follow-ups. A general culture question does not resolve an undefined target.

Finish with a practical next step

Ask which current role or plan document records the definitions and whom to contact about unresolved points. You can discuss pay range and practical conditions when they affect your decision. Keep assumptions visible until the authorized employer contact confirms them, especially when different people use “sales,” “revenue” and “bookings” loosely.