Lead Playbook Part 2: Mark and Armand on How to Structure Your Interviews to Hire Great Sales Talent

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Designate specific people to cover very specific topics in the interview process so they can get really good at those core competencies. Leave the generic questions to another company.
• When you got them hooked, talk them out of it. If you can talk them out of it, they wouldn’t have worked out anyway.
• Sell early, grill after. Get someone to opt in by selling them on your goals and your mission. Then, gain their respect by grilling the heck out of them.
• Each step in the process should test for different dimensions of sales and should be handled by different people with that expertise.

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