Enhancing Sales Forecasts and Reimagining Interviews

Prioritize Storytelling: Assess storytelling skills during interviews and coach reps on it. It's a foundational human communication skill that drives sales success.
Evaluate Questions Asked: Learn as much from the questions a rep asks as you do from their answers. It reveals their curiosity and understanding.
Mock Pitch Preparation: Let candidates pitch your product with basic information provided, such as target personas, company size, and common challenges. Avoid setting them up to fail.
Grade with Context: When evaluating candidates, adjust expectations. Benchmark them one level lower than your top AEs to account for their lack of product knowledge.

This chapter explores effective strategies for sales forecasting and innovative interview techniques. It highlights the significance of clear attributes in forecasting accuracy and introduces a novel interview format where candidates ask questions to demonstrate their discovery call skills.

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