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
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.
40:39
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Quick takeaways
- Coaching sales representatives on storytelling significantly enhances their communication skills and effectiveness in sales conversations.
- Reversing the interview process by prioritizing candidate questions allows for a deeper evaluation of their engagement and fit for the role.
Deep dives
Inclusive Deal Reviews
Making deal reviews more inclusive is essential for fostering collaboration within sales teams. Including cross-functional collaborators from marketing, product management, and engineering during these reviews ensures that all team members understand the sales process and challenges. By conducting these reviews regularly, such as weekly, the company can align on strategy and build collective solutions to common obstacles. This practice not only enhances communication but also promotes a culture of teamwork and understanding across departments.
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