ExamopotamiaWhy test sales reps before you hire?
Sales candidates are, by nature, good at selling themselves in an interview. That makes it hard to tell a confident talker from someone who will build a healthy pipeline. A structured test asks every applicant the same questions about real situations: a price objection, a stalled deal, a prospect who isn't a good fit. It also checks whether they can work out how many opportunities they need to hit a target, which tells you a lot about how they will plan their quarter.
What this template covers
- Discovery: open questions, and features versus benefits.
- Objections: responding to "too expensive" without reaching for a discount.
- Qualification: BANT and spotting genuine buying signals.
- Pipeline maths: weighted pipeline, conversion rates and working back from a quota.
- Integrity: what to do when your product is the wrong fit.
How to run it well
Twelve questions with a 15 minute limit gives candidates enough time for the arithmetic without turning it into a maths exam. A pass mark of 65–70% is reasonable for most roles. Shuffle the options so the answer that sounds most polite isn't always in the same place, and use the multiple-select buying-signals question to see who reads carefully.
When results come in, look at the three pipeline questions separately from the judgement questions. A rep who scores well on scenarios but misses every calculation may still be a strong hire for a relationship role, but probably not for one with a demanding quota. Bring the questions they missed into the interview and ask them to talk you through their thinking.
Who this test is for
Use it for inside sales, business development and account executive roles, field sales, and graduate sales schemes. Recruiters who place sales staff can use the same link across clients for a consistent first screen. Sales managers also use it with new starters in their first week, to see where onboarding should focus before the rep takes live calls or meetings.
Make it yours
Add questions about your own product, your typical deal size and the objections your team hears most. If you sell on long cycles, add scenarios about procurement and multiple decision makers. If you sell over the phone, add a few call-control questions. You can also ask the AI generator for questions on a specific method your team uses and then edit the result.