#404 - Key Traits to Look for in Elite Sales Reps | Andrew Johnston

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