Intro

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 leadership strategies for recruiting top-tier sales representatives, focusing on the significance of inclusivity in deal reviews. It highlights the need for regular reviews with cross-functional teams and stresses accountability within the executive team through measurable metrics to improve empathy and collaboration in the sales process.

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