Head of Sales Interview Questions UK: 8 Real Questions and What Interviewers Want

Before your Head of Sales interview, it helps to see the questions from the interviewer's side. We have picked eight from our set of 16 and added the reason each one gets asked.

Eight Head of Sales interview questions, and what the interviewer is thinking

1. How is a Head of Sales different from a sales manager, and what would you do in your first 90 days?

Why they ask: They want to see you understand the move from managing a team to owning the sales function and its strategy.

2. How do you run a weekly forecast and deal review so the number you give the board is reliable?

Why they ask: Forecast accuracy is one of the main measures of a Head of Sales, and they want a disciplined method.

3. Tell me about a time you built or scaled a sales team.

Why they ask: They want evidence of recruitment, structure and ramp planning that delivered results.

4. With three weeks left in the quarter, your team is 30 percent behind target. What do you do?

Why they ask: They want to see calm leadership, realism and a practical recovery plan.

5. How would you embed a new sales process or methodology so the team actually uses it?

Why they ask: Many sales initiatives fail after launch, so they want to see change management as well as process design.

6. How would you structure a sales organisation, for example the split between SDRs, account executives and account managers?

Why they ask: Structure choices affect efficiency, handover quality and customer experience, so they test organisational thinking.

7. One of your best salespeople resigns to join a competitor and is likely to approach their key accounts. What do you do?

Why they ask: They want to see calm risk management, knowledge of contractual controls and customer protection.

8. What UK employment law points matter when you design commission schemes and sales contracts?

Why they ask: A Head of Sales often shapes pay and contract terms, so legal awareness protects the business.

A sample answer to question 1

How is a Head of Sales different from a sales manager, and what would you do in your first 90 days?

A sales manager mainly drives the performance of a team, whereas a head of sales owns the whole sales function: strategy, structure, hiring, process, tooling, forecast and the link to the board. In my first thirty days I would listen: meet the team one to one, ride along on calls, review the CRM data, recent wins and losses, and speak to key customers and colleagues in marketing, finance and delivery. By day sixty I would form a diagnosis, for example whether the problem is lead quality, conversion, ramp time or retention, and agree priorities with the CEO. In the final month I would start on two or three changes that matter most, such as a consistent forecast process, clearer territories or a better onboarding plan. I would be careful not to overhaul everything, because the team needs stability to keep hitting numbers while we improve.

Common mistake to avoid: Promising a total overhaul; staying too operational and doing the team's jobs

Want the rest?

Full model answers, key points and common mistakes for all 16 questions are on the Head of Sales interview questions page. The first five are free, no sign-up needed.