How to Ace Interview Questions About Meeting Sales Goals

During an interview for a sales job, the interviewer will likely ask you a question about whether you've met your sales goals in the past. Here's what you need to know about why this type of question comes up, and the best way to respond. 

What the Interviewer Wants to Know

The main reason interviewers pose this question is to see if you will likely meet sales goals with their company in the future. Basically, the interviewer's theory is that your history as a salesperson can predict your future accomplishments. 

Acing a sales interview is all about whether you can sell yourself as the best candidate for the job. Answering this question well can help you demonstrate your sales skills, and impress the interviewer.

Get tips for how to respond to an interviewer's question about sales goals, as well as some sample answers, which you can adapt to fit your own experience.

How to Answer Questions About Sales Goals

You'll want to be prepared to answer this question with examples from previous jobs you've held. Give more than a one-word answer in response. If you have met your sales goals, talk about the tactics you used. And if you haven't, share what you've learned since then. 

You'll want to answer clearly, and with confidence. Remember, part of the interview process is evaluating your sales abilities. Communication skills are key in this role, and your responses to interview questions are an opportunity to demonstrate your strength in this area. 

Examples of the Best Answers

Here are examples of answers to questions about your sales goals.

Why It Works: Rather than simply saying "yes" in response to this question, the candidate uses the response as an opportunity to showcase another key skill: leadership.  

Why It Works: This answer demonstrates the candidate's successes, and uses numbers to quantify accomplishments, which is always very compelling. 

Why It Works: First, this answer shows that the candidate is quite successful at meeting sales goals. It also displays honesty (since it would be easy to not acknowledge a single quarter of not meeting the goals). Finally, the response shows that the candidate responds to setbacks in a meaningful way. 

Tips for Responding to Questions About Sales Goals

• Prepare Beforehand: Come ready to talk about your greatest achievements in sales. Before the interview, look back at your sales record. Note any periods of great achievement or success. By preparing ahead of time, you will be better able to answer the question.
• Go Beyond "Yes" or "No." It's possible that this question will be phrased as a yes or no question: Did you meet your sales goals in your last position? In your response, you'll want to go beyond that. This is an opportunity to show off your skills and provide context.

• Quantify Your Answer: Whenever possible, use numbers to quantify your success. You might mention by how much you exceeded a sales goal, how many times you exceeded a sales goal, or even how much money you made for a company. These kinds of answers show the employer how you will add value to their company.
• Explain How: If possible, explain how you met your sales goals in the past. Perhaps you developed a new sales strategy or worked particularly well on team sales. Show precisely how you achieved success so the employer can better understand your skills.

What Not to Say

• Don't Blame Others: Sometimes, an employer will ask a question such as, "Tell me about a time you did not achieve your sales goals." These kinds of negative questions can be tricky. However, avoid blaming others—such as your employer or coworkers—for a failure. Briefly describe the circumstances of the event, but then focus on how you improved your sales afterward. By focusing on the steps you took to achieve success the next time, you will show the employer that you are innovative and can handle a challenge. 
• Be Vague: Simply saying "Yes, while I was at ABC Company, I met my sales numbers" doesn't really provide the interviewer with much information about you as a candidate or about your sales skills. Instead, add some detail. Explain how you met goals, why you didn't, and so on.