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Sales interview prep in the age of AI

What sales leaders and 11 employers, from Salesforce to P&G, say they look for now, with practice interviews on discovery, proof, discounts and the forecast.

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Quayline · annual contract · fictionalThe buyer wants 15% off to “try to sign this month.” What does a discount give away?
Discount on the $100k contract
Price off
5%
Contribution off
12.5%

5% off the price is 12.5% of the $40k the contract earns.

Price off
10%
Contribution off
25%

10% off the price is 25% of the $40k the contract earns.

Price off
15%
Contribution off
37.5%

15% off the price is 37.5% of the $40k the contract earns.

Price off
20%
Contribution off
50%

20% off the price is 50% of the $40k the contract earns.

What would you ask for in return?

What sales leaders say AI changes

Where the interview asks you to sell

4 of 11 employers publish a selling exercise. In their words:

Software

Consumer goods

No exercise published: GitLab, Atlassian, Oracle, Zoho, Unilever, Diageo, Stryker.

What companies say they’re looking for

01 Expect to sell in the interview

“This is the final milestone for AEs, and it focuses on a simulated sales presentation.”

Salesforce Trailhead, “Ace Your Sales Interview” unit · Salesforce, Undated

P&G, HubSpot and Mondelēz describe a role play, a sales exercise or a presentation too. Prepare to sell, not only to talk about selling.

P&G’s online sales assessment: “During this exercise, you’ll play the part of a Sales team member and tell us how you would respond to a variety of situations.” HubSpot: “Depending on the role, you may receive a ‘take-home’ assessment, like a role play, coding test, or content assignment.” Mondelēz: “We may also ask you to complete a project or presentation, depending on the specific role.”

“Treat the Q&A as part of the presentation. The way you respond to the interview panelists is equally as important as the presentation itself!”

Salesforce Trailhead, “Ace Your Sales Interview” unit · Salesforce, Undated

Plan for the questions after the pitch as carefully as the pitch.

  • P&G Careers P&G
  • HubSpot Careers HubSpot
  • Mondelēz International Careers Mondelēz International
Sales interview · The exerciseThe buyer wants an AI demo. What would prove value?Example

02 Find the buyer’s problem before you pitch

“The MEDDPPICC qualification must reflect the customer’s true pains and goals, not superficial requirements.”

GitLab Handbook, Solutions Architect rules of engagement · GitLab, Undated

A researched fact helps only when the buyer confirms the problem behind it.

Atlassian: “Consultative selling at Atlassian means more than closing deals.” Salesforce, on ending an early-career interview: “Close the interview by asking high-quality, strategic questions that clarify the role’s responsibilities, key metrics, and the team’s challenges, demonstrating genuine curiosity and business acumen.”

  • Atlassian Careers Atlassian
  • Madhia Askar and Beth Grady Salesforce
Sales interview · Discovery“We already have a supplier.” What do you ask next?Example

03 Know your numbers and the deal behind them

“Know your numbers. Be able to talk to your quotas, attainment percentages, team rankings, and the context behind them.”

Salesforce Trailhead, “Ace Your Sales Interview” unit · Salesforce, Undated

Expect a follow-up on how the number was made: whose deals, and what was credited to you.

Salesforce also asks for a deal story: “Prepare at least one deal story. This story should demonstrate multi-stakeholder complexity from discovery to close.” In P&G’s sales assessment, “You’ll use a variety of reports to answer questions from your manager on sales trends, competitor performance, and opportunities to improve your results at this store.”

“Customer Management (Sales), where you will build relationships, examine relevant data, own financial forecasting, agree on a tailored business plan, and negotiate promotions.”

Unilever Careers, UFLP in Sales (UK & Ireland) · Unilever, Undated

In consumer goods the numbers are the retailer’s too. Know what a promotion earns, not only what it sells.

  • Salesforce Trailhead Salesforce
  • P&G Careers P&G
Sales interview · Your numbersThe promotion lifts volume. Does it earn more contribution?Example

04 Show the decisions you made, not the tool’s output

“discuss the AI tools that you used to prepare, including the prompts you engineered, the insights they surfaced, and the human decisions you made based on the AI-generated information that you gathered”

Salesforce Trailhead, “Ace Your Sales Interview” unit · Salesforce, Undated

Name the prompt, what it surfaced and what you decided differently.

“We're evaluating your skills and judgment, including how you appropriately leverage AI.”

GitLab Talent Acquisition, Using AI in the interview process · GitLab, Undated

HubSpot says of its assessments: “This gives you the chance to demonstrate your knowledge - and, where relevant, how you use AI beyond your resume.” Salesforce: “Strong AI fluency doesn’t mean writing code, it means using generative AI as a thought partner that elevates your preparation, sharpens your thinking, and helps you meet every customer conversation with confidence.”

  • HubSpot Careers HubSpot
  • Salesforce Trailhead Salesforce
Sales interview · Your AI storyThe AI account brief has the wrong buying trigger. Now what?Example

05 Prepare with AI, answer without it

“It is important that you complete this assessment on your own and without any help from others.”

P&G Careers, Sales Virtual Job Preview guide · P&G, Undated

Diageo rules out GenAI in assessments and interviews, and GitLab asks for an accurate résumé.

“Usage of GenAI during an assessment, or any live or virtual interviews won’t be permitted while in a recruitment process with Diageo.”

Diageo Careers, Graduate programmes: how to apply · Diageo, Undated

Diageo allows it for preparation: “We recognise that generative AI (GenAI) can be a useful tool when preparing for a recruitment process.” and adds: “As you progress through the recruitment process, you may be asked to discuss your responses, experiences, and decisions in more detail.” GitLab: “You may use AI to assist with your resume or cover letter, but the information must accurately represent your qualifications and skills.”

  • Diageo Careers Diageo
  • GitLab Talent Acquisition GitLab
Sales interview · AI rulesThe AI résumé says 120% attainment. Can you defend it?Example

Sources

  1. Christian Klein, SAP CEO, at the time. Morgan Stanley, “Exceptional Leaders: SAP”, Feb 27, 2026. Open the source. Checked against the published text.
  2. Alyssa Merwin Henderson, Global Vice President, Talent Solutions at LinkedIn, at the time. LinkedIn, “The Future of Sales: AI and the Promise of People-Centered Selling”, Sep 13, 2023. Open the source. Checked against the published text.
  3. Ketan Karkhanis, EVP and GM of Sales Cloud at Salesforce, at the time. Salesforce, “Salesforce Report: Sales Teams Using AI 1.3x More Likely to See Revenue Increase”, Jul 25, 2024. Open the source. Checked against the published text.
  4. Sangeeta Giri, SVP & Chief Operating Officer – South Asia, Salesforce, at the time. Salesforce, “91% of Indian Sales Professionals Say AI Agents Are Mission-Critical to Business Success”, Mar 3, 2026. Open the source. Checked against the published text.
  5. Yamini Rangan, CEO of HubSpot, at the time. HubSpot, “How we Grow with Agent-first GTM”, May 22, 2026. Open the source. Checked against the published text.
  6. Adam Thorp, Senior Partner, Korn Ferry, at the time. Korn Ferry, “Unlocking Sales Effectiveness with AI”, May 12, 2025. Open the source. Checked against the published text.
  7. Salesforce Trailhead, “Ace Your Sales Interview” unit, at the time. Salesforce, “Ace Your Sales Interview (Trailhead module: Strategies for a Successful Sales Team Interview)”, Undated. Open the source. Checked against the published text.
  8. P&G Careers, Sales Virtual Job Preview guide, at the time. P&G, “Sales Virtual Job Preview Overview Guide”, Undated. Open the source. Checked against the published text.
  9. HubSpot Careers, Candidate Experience page, at the time. HubSpot, “Candidate Experience”, Undated. Open the source. Checked against the published text.
  10. Mondelēz International Careers, Our Hiring Process, at the time. Mondelēz International, “OUR HIRING PROCESS”, Undated. Open the source. Checked against the published text.
  11. GitLab Handbook, Solutions Architect rules of engagement, at the time. GitLab, “Solutions Architect Rules of Engagement”, Undated. Open the source. Checked against the published text.
  12. Atlassian Careers, Sales and Success careers page, at the time. Atlassian, “Sales and Success at Atlassian”, Undated. Open the source. Checked against the published text.
  13. Madhia Askar and Beth Grady, Salesforce recruiting, Careers blog, at the time. Salesforce, “Launch Your Sales Career: The BDA and SDR Accelerated Path to AE”, Dec 19, 2025. Open the source. Checked against the published text.
  14. Unilever Careers, UFLP in Sales (UK & Ireland), at the time. Unilever, “UFLP in Sales”, Undated. Open the source. Checked against the published text.
  15. GitLab Talent Acquisition, Using AI in the interview process, at the time. GitLab, “Using AI in the interview process”, Undated. Open the source. Checked against the published text.
  16. HubSpot Careers, Hiring with AI page, at the time. HubSpot, “Hiring the HubSpot Way: Human-Led, AI-Accelerated”, Undated. Open the source. Checked against the published text.
  17. Diageo Careers, Graduate programmes: how to apply, at the time. Diageo, “How to apply”, Undated. Open the source. Checked against the published text.

Last reviewed Nov 11, 2026

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