The Reverse Interview Approach

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 delves into the innovative reverse interview technique, allowing candidates to ask questions first to foster a more engaging and insightful conversation. It emphasizes the importance of this method in evaluating sales representative candidates and their pitching skills, ultimately enhancing the interview process and workplace dynamics.

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