Tell me about a time you had to handle conflict. How did you resolve it?

"I am generally very adept at managing conflict. One example that I can give you is quite recent. Last month I had a client who had been over-billed in error. They were quite upset with the oversight as they are a long-term client. I reassured them that our billing department would review their previous invoices to ensure this was a one-time incident. It turned out very well, and they appreciated my transparency and willingness to solve the problem immediately."

As a sales engineer, you will need to deal with differing opinions from time to time. Cite an example of a time when you were able to successfully manage conflict in your career. Include ways in which you were able to respond calmly and objectively.

What is your greatest strength?

"My greatest quality is finesse. I pride myself on being able to improvise and fine-tune for different reasons. When it comes to prospecting, I can relate with clients and communicate with them on a deeper level. I go the extra mile by finding out what they are like and what they like. During pitching and proposal, I'll make sure to customize my presentation decks so that clients feel that they are special, no matter how small the deal is. As a sale closes, I ensure I'm with the client every step of the way, even when an account manager is already assigned to them. Post-sale, I send personalized notes and thoughtful gifts, but keep it all professional."

The interviewer wants to learn about qualities that you possess that others may not. Think about a few of your strengths and figure out how these strengths make you a standout sales engineer. A successful answer will also highlight how these qualities will eventually win clients and improve the company if you get the job.

What is your greatest weakness? What are you doing to improve it?

"Based on my performance reviews, as well as colleague feedback, I would say that my greatest weakness is being too focused on details. Sometimes, I forget the bigger picture because I spend too long ruminating on the finer points. In my mind, my work represents me, so any small mistake represents my work ethic. So, I've taken a step back, and I've developed a system to combat my tendency to over-engineer everything. Whenever I have a deliverable, I jot down the three most important aspects and the main objective for the activity. If I start to go over any of those, I really make a conscious effort to stop. I do this by limiting my time on each activity and boxing my calendar out with specific tasks."

When interviewers ask about your greatest weakness, they want to learn that you are self-aware. They also want to learn that you recognize your weaknesses and are also working on improvements. Keep your answer career-related and end on a positive note by talking about what steps you are taking to better your skills in that area.

What do you like about sales?

"I've always considered myself to be assertive. Growing up, I was that kid who always got voted to be the group leader, and I never shied away from it. I've always liked that I have the opportunity to persuade people and possibly change their opinion on certain things. This is what draws me to sales. It's that challenge of winning someone over by educating them or giving them more information. I think my passion shows in the effort I put into communicating with clients, whatever phase of the sales pipeline they're in. It gives me a lot of joy when I see that my solutions work for them and that the product or service I sell them makes their work easier."

Sales requires a particular set of skills and attributes. It also requires you to be passionate about sales. Talk a bit about your passion for sales and why you think your personality fits the job well. Remember to keep your answer professional and aligned with the job description.

What do you do outside of work to better yourself as a Sales Engineer?

"I'm a movie buff, so I watch a lot of movies during my spare time. What I'm really interested in is narrative techniques and how different directors and writers tackle storytelling. I think that in sales, there's a huge opportunity to leverage storytelling when crafting our value proposition to our prospects. It's important to me because it makes the pitch more engaging for both parties. The facts and statistics are always there, but narrative helps put everything into context."

A successful response will reveal activities outside of work that helps develop your salesmanship. These activities may not be as typical as networking or objection handling, so think outside the box. Keep the organization's culture in mind. The interviewer may be looking for your personality, not just your salesmanship.

Would you describe yourself as persuasive? Why?

"I do consider myself to be a persuasive individual. Whenever I put forth an idea or solution, I typically have an easy time getting others to accept my idea or solution because I can support it well with facts or anecdotes. Two months ago, I proposed to my supervisor that we start recording our discovery calls with clients. Of course, we would first get their permission before we would record. This way, we can gather best practices from successful calls and share them with the team. Not only will we have data available, but we'll also have a sort of paper trail to keep ourselves and our clients accountable. I showed them some statistics from other sales groups who have been successful with this practice, and we rolled it out by the next week."

Strong salespeople will generally identify as persuasive individuals. Talk to the interviewer about the reasons you think you are persuasive. Cite at least one example to demonstrate your persuasion skills.

"Personally, I'm motivated by upward mobility. I know that everything I do in my job, whether successful or not, helps plants the seeds toward a bigger role in the future. In the workplace, I am easily motivated by words of positivity and encouragement from bosses and peers. I am also highly motivated by personal improvement. I strive to outdo myself every day."

Sales roles are highly dynamic, so you need to demonstrate to the interviewer that the source of your motivation is something sustainable. They will want to learn that you are a good fit for their culture, so make sure to do your research beforehand. Cite examples of how you keep yourself motivated, as well as different ways your superiors and colleagues can keep you motivated.

What steps are you taking to continuously improve your skills as a Sales Engineer?

"As a Sales Engineer, the skills that I want to develop further are my facilitation skills and my market analysis skills. My facilitation skills are at par with my colleagues, but I would love to improve them at a leadership level. I've been going over free e-Learning modules on the subject. As for my market analysis skills, I recently joined a forum with other sales engineers. The exchange of ideas has really helped me discover opportunities that weren't as obvious to me before."

When hiring managers ask about how you are improving your skills, they are looking to learn about your work-related passions. Instead of gauging how self-aware you are, they are more concerned about your commitment to the sales engineering role. Talk about specific skills and attributes that you are either actively working on or intend to work on down the road. Further, describe how you are honing and refining these skills.

What kind of communicator are you? Talk about how your communication style has helped you become an effective Sales Engineer.

"As a communicator, I consider myself to be very intentional. This means that I don't make any assumptions when I engage with clients or colleagues. I'm very deliberate with the information I share, as well as my motives. Further, I ensure that my word choice, voice inflection, body language, and other non-verbal aspects of communication are all congruent with my goals. For example, if I go into a meeting with people that I hadn't met before, I'll be sure to share any relevant information before the meeting, as well as a high-level agenda. During the meeting, I will go over the agenda and expected outcomes and speak in terms that are comprehensible to the audience. I'll do everything so that my non-verbal communication is cohesive with my verbal communication at all times."

Sales Engineering requires a complex set of communication skills. The role requires one to be adept at relating with different levels of leaders and a variety of technical subject matter experts. Talk about how and why your communication style fits these requirements.

What was the most successful sales project you worked on?

"I have had many successful projects in my career, but my favorite one was the $5M project I closed with Company XYZ. They were my biggest client to date. From the beginning, I knew that the new software we were able to roll out was a perfect fit for them. I worked tirelessly with the client and our development team. The and the deadline was tight because we were up against a giant competitor. Not only was I able to meet all of my client's expectations, but I was also awarded top sales engineer of the year. Because the relationship was so successful, I was able to use that experience as a case study for prospecting new clients."

Success in sales engineering can be attributed to many aspects, such as the dollar value of the sale, its complexity, or the value of the new client relationship, among others. A successful answer will outline the prospect's need, the reason you consider it to be successful, and the result of the project. Talk about how you facilitated the project and led it to success.

How do you measure your productivity as a sales engineer?

"For me, planning is key. As early as the previous week, I plot my targets for the upcoming week. When Monday comes, I schedule the calls I need to make for the next several days and write down the goals for each of those calls. A productive day for me is one where I can move closer to my targets. I ensure that my calendar is filled with a good mix of activities so that I don't feel burnt out at the end of the day."

The interviewer wants to hear about how you maintain focus on your work. Talk about the different factors you gauge to determine that you have been productive throughout your day. Describe how you stay on task and how you avoid distractions.

Are you confident that you will be successful in the sales field?

"Yes, after reading through the job description and getting to know your company's needs a bit better, I am very confident that I will be successful in a sales role with your company. I successfully managed a $16M portfolio in my previous position and consistently exceeded my sales targets. I would love the opportunity to do the same for your organization."

Tell the hiring manager a bit about why you feel you would be good at this job. Draw on your previous results and experiences in your sales career. Be sure to let the interviewer know that you would really like the job.

What is your experience in generating leads? Talk about your level of comfort.

"I am very comfortable with generating leads. Prospecting and cold calling are both tasks in which I have extensive experience; I've been doing it for more than five years, and I really enjoy this part of the job. On the back end, I've collaborated with our marketing team to ensure our lead generation campaigns are working well and getting the quality we need. Networking and asking for referrals is another activity that I am also pretty comfortable with."

Business development and the activities associated with it will factor in during a sales interview. Describe your lead generation experience in detail. The interviewer will want to learn how you ensure that your sales pipeline is always full. In your response, ensure the interviewer that you are actually comfortable with this task and that it's not something you typically avoid.

What technical qualifications do you possess for this role?

"Based on the job description you published, I believe that I have some qualifications that make me a perfect fit for this role. First, I have more than five years of experience in leading software development teams. From that role, I transitioned into the business development side by becoming a customer success manager, facilitating the relationship between the software development team and major clients. I held that position for three years before becoming a sales engineer at Acme Solutions. Most importantly, I recently acquired a SaaS sales certification from a reputable organization which has helped bolster my effectiveness in my sales job."

It's important to do your research before interviewing for the role. The interviewer will want to learn that your technical skills directly address the needs of the job. Briefly speak to each of your technical skills and why you think they are relevant.

Where do you see yourself in five years?

"In five years, I see myself with your company in an upper management role within sales, business development, or something similar. I am very interested in the business's national and global footprint. I have been with my current company for six years, and within those years, I have been promoted twice. I'm ready for bigger things, and I'm definitely in it for the long haul."

With this question, the interviewer is assessing your desire to stay and grow within the business. Show you are interested in staying with the company long-term, should you be given the opportunity. If you have strong tenure in your previous work history, you can also draw on that. Further, talk about how you envision your career growth and what steps you might take to pursue this growth.

What do you think would be the biggest challenge in this role?

"Based on the job description and from what I've learned about the company, I think that the biggest challenge for me would be to position the product against our competitors in the best way possible. In my experience, clients will want to compare and contrast ours with other products. However, I have worked in this industry for a while, and I'm confident that once I've tried the product myself, I will be able to speak to its features very well. If I'm given the opportunity to join the company, I'll also work with our marketing team to make sure that I'm well-aligned with the brand strategy and positioning."

The interviewer would like to learn about a significant challenge you expect to encounter in your sales role that you are applying for and what you plan to do to overcome it. In your response, clearly describe the challenge, the difficulties you foresee, and the steps you will take to succeed. Focus on the facts of the situation and ensure the interviewer your willingness to learn and grow.

Talk about your typical sales call.

"For me, a typical sales call will include some pre-work to get to know the client. I would want to get an idea of their pain points and how I can satisfy them. The conversation itself will start lightly. I'll tell them a bit about my findings on their company, and I will ask them to talk about their needs. Instead of constantly pitching to them, I will conduct myself in a consultative manner and directly address how our product or service will solve each of their pain points. If I foresee any risks or issues, I will be as forthcoming as possible. At this point, my goal is to ensure the client fully understands what we are offering. If they are ready to go ahead, then I can close the sale. Otherwise, I will be sure to get their commitment for a follow-up meeting. After we get off the call or meeting, I will send them any further information based on our conversation to ensure that they make an educated decision moving forward."

Every organization has a customized sales call flow. However, there are common elements to every sales call that the interviewer is expecting, such as the preparatory or pre-call work, the discovery of needs or pain points, and of course, value proposition, closing, among others. Talk the hiring manager through a typical sales call, and be sure to mention the objective of each part.

Describe your experience as a Sales Engineer. What are your responsibilities and daily tasks?

"For the past three years, I have been a Sales Engineer with company ABC. Generally, my responsibilities include prospecting, product development, and sales enablement. I really enjoy prospecting because it requires a lot of research. When it comes to product development, it's all about ingenuity and strategy. Then, with sales enablement, I help equip the sales team with back-end tools to focus on our core competency, which is selling. My day usually starts with me checking my contact management system to validate leads. Then, I spend some time putting together proposals and polishing presentation decks. For the rest of the day, I will be in internal strategy meetings or work sessions with the product team, as well as client meetings."

In your answer, quickly outline the high-level responsibilities in your sales engineering role. Then, describe the regular tasks that come with each of the responsibilities. Bring your resume to life by mentioning which parts of the job you enjoy or are passionate about.

How would you describe the corporate culture of your previous company?

"The type of culture that I currently come from is based on independence and accountability. Although I really appreciate the accountability component, I am seeking a role that offers more teamwork-based opportunities. I can appreciate a lot of independence and have no problem operating very independently. However, I also believe that without bouncing ideas off of others, there's a tendency for people to start working in silos. This ultimately drives a wedge between people and creates unhealthy competition. From my research, I understand that the culture you foster is supportive and collaborative. That is something that I would love to be a part of."

The interviewer wants to hear about the type of corporate culture you come from and what type of culture you are looking for. In your answer, paint a clear picture so that the interviewer has enough information to gauge if this company is a cultural fit for you. Draw on your pre-interview research as well.

What do you value the most in a workplace environment?

"What really attracted me to apply for this role are the commission structure, the upward mobility, the company's emphasis on work-life balance, and the culture of excellence. First, I'm very motivated by a commission structure that rewards both the number of total sales and the size of each sale. I'm a loyal worker, so having that opportunity to move up the ladder is always appealing to me. Also, I value work-life balance. It helps me become more focused at work. And lastly, I appreciate a culture of excellence. It drives me to become a better version of myself every day."

Before your interview, it's crucial that you review the company's culture, as well as the compensation and benefits associated with the job you're applying to. The interviewer will want to hear about your priorities in the workplace. Rank different aspects such as salary, job tasks, growth opportunity, working conditions, and others in the level of importance to you.

What kind of work environment do you thrive in?

"Throughout my sales career, I have sought out environments that reward initiative. I'm someone who thrives in a culture that drives me to innovate and come up with new ideas. From the research I have done on your company, I understand that taking the initiative is highly valued at every business level. That is very appealing to me."

When crafting your answer, be sure to draw from the company research you have done before your interview. Align with the type of culture they have to offer. Talk about the reasons you prefer their company's culture and why you think you'll thrive in it.

What role has your education played in becoming an effective Sales Engineer?

"In college, I majored in Business Administration and minored in Computer Science. I was part of the honors program and graduated with a BS in Business Administration. I think that my business education has helped me become more enterprising. I'm very confident with that business background as a foundation for my sales skills. On the other hand, having minored in Computer Science equipped me with the basic technical knowledge to be able to analyze clients' needs and match them with the right products."

Having the right experience is very important, but showing the interviewer that you have received a good foundation from your education could help you stand out as a candidate. Talk about relevant coursework and how well you performed. If you have not earned the typical engineering-related or sales-related degree, craft your response in a way that highlights the relevant skills you have developed rather than the courses you have taken.

How will you be effective in sales at our company?

"I think that I would be an effective sales engineer for your organization because I have made waves in this industry for the last couple of years. I'm very passionate about educating customers and helping them understand why we are the best fit for them. The first thing on my list will be to understand the sales targets for the fiscal year and inspect available leads in the pipeline. I bring a strong portfolio of businesses with me and will work tirelessly to earn new business."

The hiring manager wants to be assured that you will hit the ground running, making an impact as soon as possible. Talk about what motivates you professionally. They will also want to learn about your plan in building the sales pipeline right away.

What are some obstacles that you typically face in your sales role?

"The most common obstacles that I find myself facing would be objections on time and price. I find that these are the two things that people are least likely to want to part with. I overcome these objections by creating value in the product. I demonstrate to the client, right away, why it's worth their time and budget. By putting together data from clients of similar size or industry, I can highlight such metrics as expected return on investment or decreased cost of acquisition."

Obstacles are a normal part of any job. The hiring manager will want to learn that you are not a stranger to difficulties in the job and that you're well-equipped to overcome them. Cite an example of the most common obstacles you face and the steps you take to prevail over them.

What products have you modified to sell to a customer before?

"As a sales engineer, I must understand and address my clients' needs in a targeted way. The most successful product I have modified for a client was at ABC software. Out of the box, the product caters to supporting payroll and benefits. However, the client needed it to be more robust to support talent acquisition and employee management. At that time, they were using third-party software for recruitment which created more work in the backend. Our software had a sales pipeline module that we could configure and develop into a talent pipeline. It was not a typical route for the sales team, but it was a happy coincidence that we didn't need to develop anything new. I'm proud to say that I was able to sell the solution to more clients, and the company continues to sell the solution to this day."

The interviewer wants to learn about your proficiency in tailor-fitting products or services to your clients' needs with this question. Give specific examples of clients who have needed you to exercise your engineering expertise for them. Describe the process and the outcome.

What is the best way to show the benefits of a product to a customer?

"When I am selling to a client based on the benefits of the product, I first take the time to ensure that I understand their pain points. With each one, I will emphasize a specific benefit that directly solves the problem. I will gather data and social proof to show the customer how each solution has worked for others to support my claims. Just making a claim is one thing, but I find that verifiable data really helps appeal to their logic."

With this question, the hiring manager would like to know that you can sell a product by outlining its benefits to the client. Talk about the different considerations you might take to show the client that you value their time. Briefly take the interviewer through the steps you would take during a typical sales scenario.

How do you handle a technical objection?

"When I receive a technical objection on a sales call, it is usually because I haven't explained that particular feature clearly enough. First, I will hear the client out and rephrase it to ensure that I understand where they are coming from. Then, I'll explain the feature again, but this time, using simpler language. I will stay on that topic until the objection has been overcome."

Because of the technical nature of the products you will be selling as a sales engineer, many of the objectives you will face will also be of technical nature. Ensure the interviewer that you are confident and assertive. They will want to learn that you don't easily accept a 'no' from a potential client. Clearly describe your method of handling technical objections.

What will you do if you are assigned a target which is impossible to attain?

"I have received very lofty sales targets before. Rather than treating the target as impossible, I will break it down a bit and tackle parts of it at a time. I like the challenge, so I would definitely treat the target as attainable unless proven otherwise. If I do find parts of it that are absolutely unattainable, then I will work with my superior to redefine it."

It can happen from time to time that your company's sales forecasts are a bit off. If this has happened to you in your career before, be sure to use that as an example. The hiring manager is looking for a reply that will show tenacity to try rather than deem the target impossible and give up as a result. It may not pan out well in the end, but the important part is that you exhausted all means to make it work.

How do you ensure that you are efficient with your time?

"I would consider myself highly efficient when it comes to my time. To keep me on track, I utilize my calendar app and align tasks with the sales CRM. If there are incomplete tasks, I make sure to reschedule them so that nothing falls into the cracks. In previous performance reviews, I have received kudos on my time and task management skills."

With this question, the interviewer wants to learn how you stay on track with your tasks throughout the day. Talk about the specific ways in which you manage your time effectively. Bring up times in your work history during which you were recognized for your time efficiency, if any.

How do you define success as a Sales Engineer?

"I define success as a sales engineer through my sales targets in terms of quantity and quality. On the quantity side, I have exceeded my targets for the number of customers acquired year-over-year. The highest I exceeded my quota was last year at 33%. In terms of quality, I have consistently sold to high-profile customers with deal sizes almost doubling the median dollar size of my team. In addition, I also pride myself in my ability to maintain very positive relationships with clients and peers over the years."

There are numerous success measures associated with Sales Engineering roles. Talk about the different key performance indicators related to your job. A strong answer would include how well you performed based on these metrics.

Describe a time when you had to analyze information in order to recommend a solution.

"In my current position, I had a large client who had a very complicated need which made pricing a challenge. I created a matrix that we formulated specifically with the product components applicable to the clients' organization. We gathered some historical data from their business analytics team and cross-referenced it with comparable data from clients of the same industry. This made the pricing more realistic for the client. We won the business and signed a three-year contract with them."

With this question, the interviewer wants to learn that you can solve complex problems by leveraging data. Demonstrate to the hiring manager that you can take a problem apart, simplify it, and come up with solutions. Talk about the situation, your approach, and the eventual result.

Sales Engineers Interview Questions

Go Back

1. Tell me about a time you had to handle conflict. How did you resolve it?
2. What is your greatest strength?
3. What is your greatest weakness? What are you doing to improve it?
4. What do you like about sales?
5. What do you do outside of work to better yourself as a Sales Engineer?
6. Would you describe yourself as persuasive? Why?
7. What motivates you?
8. What steps are you taking to continuously improve your skills as a Sales Engineer?
9. What kind of communicator are you? Talk about how your communication style has helped you become an effective Sales Engineer.
10. What was the most successful sales project you worked on?
11. How do you measure your productivity as a sales engineer?
12. Are you confident that you will be successful in the sales field?
13. What is your experience in generating leads? Talk about your level of comfort.
14. What technical qualifications do you possess for this role?
15. Where do you see yourself in five years?
16. What do you think would be the biggest challenge in this role?
17. Talk about your typical sales call.
18. Describe your experience as a Sales Engineer. What are your responsibilities and daily tasks?
19. How would you describe the corporate culture of your previous company?
20. What do you value the most in a workplace environment?
21. What kind of work environment do you thrive in?
22. What role has your education played in becoming an effective Sales Engineer?
23. How will you be effective in sales at our company?
24. What are some obstacles that you typically face in your sales role?
25. What products have you modified to sell to a customer before?
26. What is the best way to show the benefits of a product to a customer?
27. How do you handle a technical objection?
28. What will you do if you are assigned a target which is impossible to attain?
29. How do you ensure that you are efficient with your time?
30. How do you define success as a Sales Engineer?
31. Describe a time when you had to analyze information in order to recommend a solution.

Sales Engineers Interview Questions

1. Tell me about a time you had to handle conflict. How did you resolve it?

2. What is your greatest strength?

3. What is your greatest weakness? What are you doing to improve it?

4. What do you like about sales?

5. What do you do outside of work to better yourself as a Sales Engineer?

6. Would you describe yourself as persuasive? Why?

7. What motivates you?

8. What steps are you taking to continuously improve your skills as a Sales Engineer?

9. What kind of communicator are you? Talk about how your communication style has helped you become an effective Sales Engineer.

10. What was the most successful sales project you worked on?

11. How do you measure your productivity as a sales engineer?

12. Are you confident that you will be successful in the sales field?

13. What is your experience in generating leads? Talk about your level of comfort.

14. What technical qualifications do you possess for this role?

15. Where do you see yourself in five years?

16. What do you think would be the biggest challenge in this role?

17. Talk about your typical sales call.

18. Describe your experience as a Sales Engineer. What are your responsibilities and daily tasks?

19. How would you describe the corporate culture of your previous company?

20. What do you value the most in a workplace environment?

21. What kind of work environment do you thrive in?

22. What role has your education played in becoming an effective Sales Engineer?

23. How will you be effective in sales at our company?

24. What are some obstacles that you typically face in your sales role?

25. What products have you modified to sell to a customer before?

26. What is the best way to show the benefits of a product to a customer?

27. How do you handle a technical objection?

28. What will you do if you are assigned a target which is impossible to attain?

29. How do you ensure that you are efficient with your time?

30. How do you define success as a Sales Engineer?

31. Describe a time when you had to analyze information in order to recommend a solution.