Essential Traits for Hiring Elite Sales Reps

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 discusses crucial characteristics to seek in top-performing sales representatives, with a strong focus on the art of storytelling for communication. It also underscores the significance of assessing candidates' question-asking skills, adaptability during mock pitches, and offers resources to enhance sales forecasting and pipeline management.

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