Revenue Builders
Recruiting and the Art of the Interview with Frederik Maris
Apr 13, 2025
Frederik Maris, CRO at Atoss Software SE, shares his expert insights on hiring elite enterprise sales talent. He emphasizes the importance of emotional intelligence, character, and curiosity over traditional resumes. Learn about the ICE criteria—Intelligence, Character, Coachability, and Experience. Frederik reveals how to spot top performers by blending instinct with analytics. He discusses the relevance of 'Spin Selling' in interviews and highlights how self-awareness can be gauged through specific questions, proving intuition is key in hiring.
09:08
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Quick takeaways
- The ICE criteria—Intelligence, Character, Coachability, and Experience—are vital in effective hiring for elite sales talent.
- Emotional intelligence significantly influences candidate interactions during interviews and their ability to build lasting customer relationships.
Deep dives
Key Qualities in Hiring Sales Reps
When recruiting for an enterprise sales team, identifying top-performing representatives requires focusing on specific qualities. Key criteria include intelligence, character, coachability, and relevant experience, which can be assessed through targeted interview questions and observable behaviors. For instance, candidates should exhibit the ability to engage with interviewers by asking insightful questions, reflecting their understanding of customer needs. Additionally, successful salespeople tend to possess a competitive yet team-oriented mindset, complemented by traits such as self-awareness, curiosity, and integrity, which are essential for long-term success in a sales role.
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