Podcast episode
Key Traits to Look for in Elite Sales Reps | Andrew Johnston
30 Minutes to President's Club26 Dec 202437 min
Description
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: Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
Let's zoom in on it. And this one's common. I think a lot of companies do this. We have them try to pitch our product. So in this case, it would be Superhuman. I feel like we've got to evaluate them on, we know Superhuman, I'm at this company today, or whatever company you're at. It also then shows, can they understand the product? Are they able to get to validation? “Can they ask good discovery questions?” They're not going to know the nuances of how we sell or the nuance of feature set, but they can get a good sense of what might be the value props that we're putting on our website, that we're putting in our sales materials, that we're talking about in our case studies. Because it's email, it's more ubiquitous across the board. When I sold at Twilio, that was harder, right?
in terms of what's the product solving for what's the story and the narrative there and do they understand enough maybe not the nuances of technical that um it makes sense the other piece is how do they handle objections we always throw them for a loop and i always do something that's like highly complex at least in the given product such that there's no way that they could be able “to answer it and what i look for is either they skillfully let that customer down they say hey” here's what i do know here's what i don't know i'm gonna go back and try to find more information or do they try to like on their feet think of something that's not right and they potentially lie to the customer i'm just looking for the way that they handle that objection also the way that they respond are they super frazzled can they calmly state they don't know like those sorts
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.