Sales Leadership · 6 min read
Hiring sellers who will thrive in your sales motion
Sales candidates are good at selling themselves. A structured process helps you see past the pitch to the evidence.
A confident interview is not the same as a capable seller. Without a clear process, hiring managers often reward charm and familiarity, then wonder why the new hire struggles six months later.
Start with a scorecard
Agree the skills, behaviours and experience that matter for this specific role before you meet anyone. A BDR, an enterprise AE and an account manager need different strengths.
Ask for evidence, not opinions
Behavioural questions such as ‘tell me about a deal you lost and what you changed afterwards’ reveal how people actually sell. Probe for detail.
Watch them sell
A short role-play or presentation built around your buyers shows preparation, questioning and composure far better than any interview answer. Score it against the same scorecard for every candidate.