ACTIONABLE TAKEAWAYS
Prioritize Storytelling: Assess storytelling skills during interviews and coach reps on it. It's a foundational human communication skill that drives sales success.
Evaluate Questions Asked: Learn as much from the questions a rep asks as you do from their answers. It reveals their curiosity and understanding.
Mock Pitch Preparation: Let candidates pitch your product with basic information provided, such as target personas, company size, and common challenges. Avoid setting them up to fail.
Grade with Context: When evaluating candidates, adjust expectations. Benchmark them one level lower than your top AEs to account for their lack of product knowledge.
ANDREWS'S PATH TO PRESIDENTS CLUB:
Head of Sales @ Superhuman
Sr Director of Sales @ Scale AI
Head of Global Email Sales & GTM @ Twilio
Manager Enterprise Sales @ Twilio
RESOURCES DISCUSSED:
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Things you can steal
Key Traits to Look for in Elite Sales Reps | Andrew Johnston | Ep 275 (Lead) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
