30 Minutes to President's Club | No-Nonsense Sales How to Hire Reps Who Actually Know How to Sell | Andrew Johnston | 30MPC Hall of Fame
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May 5, 2025 Andrew Johnston, Head of Sales at Superhuman, shares his expertise in hiring top sales talent. He emphasizes the role of storytelling as a key skill for reps, improving their sales conversations. The innovative reverse interview technique allows candidates to gauge the company, showcasing their adaptability. Johnston discusses the importance of mock pitches to evaluate preparation and offers insightful strategies for assessing candidates' potential, focusing on their questioning skills and response to challenging scenarios.
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Reverse Interview Technique
- Reverse the normal interview process by letting candidates ask questions first.
- Evaluate candidates by how they conduct a discovery call on you and the company.
Ask Hard Questions
- Approach the interview like selling to the company as a customer and ask hard questions.
- Avoid time-buying questions; dive deep into meaningful topics.
Mock Pitch With Discovery
- Have candidates do a mock pitch that includes discovery and a partial pitch of your product.
- Provide basic info about personas and challenges but test their discovery skills.