Sales Hiring Secrets No One Talks About

Armand and Mark Kosoglow discuss how to improve sales hiring by focusing on traits, skills, and experience, emphasizing traits as the most critical factor. They detail nine key traits to look for in sales reps—coachability, passion, curiosity, grit, EQ, dot-connecting, teaching ability, comfort with ambiguity, and hard work—and provide methods for testing these traits during interviews. They outline a four-step interview process: recruiter screen, hiring manager interview, interview loop (including individual interviews and a cultural panel), and a "talk them out of it" interview, concluding with a scoring system to ensure only strong candidates are hired, advising against settling for less than a "hell yes" candidate.