_ SALES Themes to explore: Are they coachable, does their tone and style suit your sales method and process, are they strong salesperson, are they driven, optimistic and independent. NONO TION TTION T Why sales? Motivation is crucial to performance and this question gauges whether they are intrinsically motivated by sales. ALENT AALENT A Furthermore, if their drive comes from processes/results or other things that you will not be able to meet/fulfil this is SS good to know at this stage. Interviewing candidates is about SESSES assessing alignment. SMENTSMENT Why do you want to sell this Do they have motivation for selling what you are building? product? If they don’t have that affinity it might be difficult for them to speak with conviction to prospects. What do you know about our This can be taught, but it is still a fundamental question to customers? ask. Did the candidate do their homework and are they able to perform research? Even if they do not answer correctly, if they have put in effort that is a foundation to build on. Furthermore, does this customer align with who they were previously selling to? Do they have the tone, ability and experience to sell to your customers? What was the last (or best) This will allow you to gauge whether they are industrious, sales tactic you have learned? coachable and driven. The best salespeople are lifelong How did you learn it? learners and grow continuously. It does not matter if the last tactic they learned did not work out or if they had to iterate and change it. 7777