30 Minutes to President's Club | No-Nonsense Sales Key Traits to Look for in Elite Sales Reps | Andrew Johnston | Ep 275 (Lead)
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Dec 26, 2024 Andrew Johnston, Head of Sales at Superhuman and former leader at Scale AI and Twilio, shares his insights on recruiting elite sales reps. He emphasizes the importance of storytelling skills and curiosity, revealing that the questions candidates ask can be as telling as their answers. Johnston advocates for mock pitches that evaluate adaptability and for a reverse interview approach to engage candidates. He discusses the unique challenges of tech sales and highlights key traits to seek in reps, including authenticity and communication prowess.
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Reverse Interview
- Reverse the typical interview flow by having candidates ask questions first.
- Treat this as a discovery call to assess their curiosity and understanding.
Starting the Reverse Interview
- Start the reverse interview with brief introductions of yourself and the candidate.
- Then, invite the candidate to ask you anything about the company.
Insightful Candidate Example
- A candidate impressed Andrew by deeply researching Superhuman's PLG B2C to upmarket move.
- They asked insightful questions and offered valuable perspectives.