A large part of a sales manager’s job is to hire a staff of high performing sales reps. What constitutes a high performing rep can vary from company to company based on the product they’re selling, as well as the mission and values of the organization.

This question can give you great insight into the candidate’s hiring abilities. You’ll get an idea of what they value in a sales rep, whether or not their management style is a fit for your company, and perhaps even a foreshadowing of what kind of sales team they’ll end up building.