30 Minutes to President's Club | No-Nonsense Sales
Key Traits to Look for in Elite Sales Reps | Andrew Johnston | Ep 275 (Lead)
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.
40:39
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Quick takeaways
- Storytelling skills are crucial for sales success, enhancing engagement and helping representatives effectively convey product value to clients.
- Evaluating the questions candidates ask during interviews can reveal their curiosity and potential fit within the company culture.
Deep dives
Inclusive Deal Reviews
Making deal reviews more inclusive and frequent is crucial for aligning sales teams and cross-functional collaborators. Regular inclusivity in these reviews allows for a full understanding of the sales landscape, facilitating a collective approach to problem-solving. By incorporating team members from product marketing and engineering/design into the discussions conducted every Tuesday, a comprehensive perspective on challenges is achieved. This collaborative effort leads to direct alignment and quicker solutions to the issues faced across departments.
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