Top 20 Interview Questions & Answers for Territory Sales Manager Roles – 2026

Looking to join the ranks of territory sales managers? Get ready to impress your potential employer with these 20 top interview questions and answers. These questions will allow you to showcase your experience, skills, and knowledge of the sales industry, as well as your alignment with the company’s values.

General Questions

• 1. Tell me about yourself.
  I have been working in sales for the past five years, with a focus on managing territories and driving revenue. I excel in building and maintaining relationships with clients and have consistently exceeded my sales targets. I am a goal-oriented and driven individual who enjoys working in a dynamic and fast-paced environment.
• 2. What do you know about our company?
  I have done extensive research on your company and am impressed by your reputation in the market. I know that you specialize in [specific products/services] and have a strong presence in [specific industries/territories]. Your company values of [specific values] also align with my personal values and make me excited about the opportunity to join your team.
• 3. What interests you about being a territory sales manager?
  I thrive on the challenge of growing a territory and building a strong portfolio of clients. I am motivated by meeting and exceeding sales targets and enjoy the autonomy and responsibility that comes with being a territory sales manager.
• 4. How do you prioritize and manage your tasks?
  I like to start each day by creating a to-do list and ranking my tasks in order of importance. I then dedicate specific blocks of time to each task, making sure to prioritize any urgent or time-sensitive tasks. I also use tools like task management software to stay organized and ensure I don't miss any deadlines.
• 5. Can you give an example of when you successfully managed a difficult client?
  In my previous role, I had a client who was disappointed with our product's performance and was very vocal about it. I immediately set up a meeting with the client, listened to their concerns, and worked with my team to find a solution that addressed their issues. By providing exceptional customer service and addressing their concerns, I was able to retain the client and even upsell them on additional products.

Behavioral Questions

• 6. Tell me about a time when you had to adapt to a new or challenging market.
  In my previous role, I was assigned to a new territory that had been traditionally difficult to break into. I had to adjust my sales approach and build relationships quickly to gain the trust of potential clients. Through market analysis and networking, I was able to increase sales in the territory by 20% within the first year.
• 7. How do you handle rejection?
  Rejection is a natural part of sales, and I don't take it personally. I use it as an opportunity to learn and improve my approach. I also make sure to maintain a positive attitude and continue to follow up with the potential client to see if their needs have changed.
• 8. Can you tell me about a time when you had to meet a challenging sales target?
  In my previous role, I was given a sales target that was 30% higher than the previous year. To achieve this, I developed a targeted sales strategy, focused on upselling to existing clients, and aggressively pursued new business opportunities. I exceeded the target by 15%, proving my ability to take on and achieve challenging goals.
• 9. Describe a time when you had to handle a difficult client or situation.
  I had a client who was unhappy with our product and refused to pay their invoice. I remained calm, listened to their concerns, and worked with our customer service team to address the issue. In the end, we were able to rectify the situation and retain the client by offering them a discount on their next purchase.
• 10. How do you handle conflicts within a team?
  I believe in open communication and addressing conflicts head-on. In my previous role, I encountered an issue where a team member was not completing their tasks, causing delays for the rest of the team. I spoke with them privately to address the issue and come up with a solution. Handling the conflict in a respectful and transparent manner helped improve communication and collaboration within the team.

Situational Questions

• 11. How do you handle a situation where you are behind on your sales target?
  In this situation, I would analyze my current sales strategy and make necessary adjustments. I would also reach out to my colleagues and ask for their support in identifying potential opportunities. I would also increase my networking efforts and focus on building relationships with potential clients to generate more leads.
• 12. If you had a deadline approaching, but your client requested additional changes, how would you handle the situation?
  I would communicate with the client, explaining the deadline and the amount of work required to make the changes. If needed, I would ask for an extension and provide a revised timeline for completion. If the changes were small and could be completed quickly, I would prioritize them and make sure they were completed in a timely manner.
• 13. How would you handle a situation where a potential client was not interested in your product or service?
  I would respectfully thank the client for their time and ask for feedback to understand their reasons for not being interested. I would take this feedback and use it to improve my sales pitch and approach for future clients. I would also keep in touch with the potential client, as their needs may change in the future.
• 14. If a client asked for a discount, how would you handle the situation?
  I would explain the value and benefits of our product or service and provide examples of how it has helped other clients. If the client still requested a discount, I would offer them a small discount or offer to include additional products or services to increase the value of their purchase.
• 15. How would you handle a situation where a colleague or team member was not meeting their sales targets?
  I would first communicate with the team member to understand any challenges they may be facing and offer my support. I would also discuss potential solutions and offer any guidance or resources that could help them improve their sales. If the issue persisted, I would escalate it to our sales manager for further coaching or disciplinary action.

Technical Questions

• 16. What is your experience working with CRM software?
  I have extensive experience using CRM software, including Salesforce, HubSpot, and Zoho. I am proficient in managing contacts, leads, and accounts, as well as creating and tracking sales pipelines, generating reports, and analyzing data to inform sales strategies.
• 17. How do you manage customer data and maintain confidentiality?
  In my previous role, I was responsible for maintaining a large database of customer information. To ensure confidentiality, I followed company policies and procedures for data storage and security, only accessed confidential information when necessary, and never shared customer data with unauthorized individuals.
• 18. Can you tell me about a time when you had to use negotiation skills in a sales situation?
  I had a potential client who was hesitant to commit to a long-term contract. I used my negotiation skills to offer them a discount on their initial purchase and included a clause in the contract that allowed them to cancel with a 30-day notice. This negotiation helped secure the client's business and build a long-term relationship.
• 19. How do you use sales analytics to inform your sales strategy?
  I regularly analyze sales data and use it to identify patterns and trends. For example, if I notice a particular product or service is selling well in a specific territory, I will focus on promoting it in other territories with similar demographics or industries. I also use analytics to track my progress and adjust my strategy as needed.
• 20. What techniques do you use to uncover potential clients or leads?
  In addition to networking and building relationships, I use various techniques to uncover potential clients or leads. These techniques include cold calling, attending industry events, leveraging social media, and using targeted marketing campaigns. I also regularly ask for referrals and utilize online tools to identify potential leads in specific industries or territories.