Sales careers & hiring
Sales interview guides and scorecards
Questions worth asking, exercises worth running, and scorecards that stop the most confident candidate winning on presence alone.
Guides
Interviews & scorecards guidance
Interview guide
Assessing closing skills
How to test closing properly: deal walkthroughs, mutual action plans, negotiation judgement and forecast honesty, with a scorecard that ignores closing technique clichés.
6 min read
Interview guide
Structuring a sales hiring process
A four-stage sales hiring process with scorecards, agreed criteria, panel roles and a debrief rule - designed so the most confident candidate does not win by default.
7 min read
Interview guide
Assessing discovery skills
A live discovery exercise and scorecard: how to brief an internal buyer, what to score, and how to tell a real questioner from a rehearsed qualification checklist.
6 min read
Interview guide
Assessing objection handling
A structured way to test objection handling: three real objections, what strong and weak responses look like, and a scorecard that ignores slick rebuttals.
6 min read
Interview guide
RevOps interview scorecard
A RevOps interview scorecard covering data integrity, process design, systems judgement, commercial understanding and influence without authority.
7 min read
Interview guide
Interviewing your first salesperson
A four-stage interview process a founder can run without a sales team: what to test, the exercises that expose real evidence, and how to score without a comparison set.
10 min read
Interview guide
Sales leadership interview scorecard
A scorecard for Head of Sales, VP Sales and CRO interviews: situation match, go-to-market judgement, team building, cross-functional credibility and forecast integrity.
8 min read
Interview guide
Sales Manager interview scorecard
A five-dimension Sales Manager scorecard with the questions, live coaching exercise and 1-5 scoring language behind each one, built to be used during the interview.
7 min read
Interview guide
Account Executive interview scorecard
A four-criteria Account Executive scorecard with the questions and live exercise behind each one, designed to be reused across a whole search.
6 min read
Interview guide
SDR interview questions and scorecard
A structured SDR interview: questions that cannot be rehearsed, a live research and call exercise, and a written scorecard you can reuse.
6 min read
Elsewhere in the hub
Other sections
Hiring guides
Role-by-role guides to hiring Sales and GTM people: when to hire, what to write in the brief, how to assess and what usually goes wrong.
Team & org design
How to structure a Sales and GTM team as it grows: first hires, ratios, ownership splits and when to add leadership or Revenue Operations.
Onboarding
Practical onboarding and 30/60/90 day plans for new Sales and GTM hires, with what to measure at each checkpoint.
Career paths
How Sales and GTM careers actually progress: what each step requires, what changes at each level, and where people move sideways.
Career maps
Visual and tabular maps of Sales and GTM roles, showing titles, seniority, ownership and the realistic next steps from each seat.
Role comparisons
Side-by-side comparisons of Sales and GTM roles that are commonly confused, covering ownership, KPIs, skills, reporting lines and which one you actually need.
Salary & OTE
How Sales and GTM pay is structured — base, OTE, commission and accelerators — and what to check before you publish a range.
Benchmarks & market
Hiring process benchmarks and Sales and GTM market guidance, with the source and date attached to any figure that changes.
Hiring by industry
How Sales and GTM hiring changes by sector: what a SaaS, early-stage startup or enterprise software business actually needs from a seller, and how to assess it.
Talent markets
Regional context for Sales and GTM hiring, based on the markets we recruit in — local employer types, commute and hybrid realities, and what they mean for a brief.
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