Many interview processes involve having the candidate recount a customer win story with special attention paid to the competitive threats that played out during the sales cycle. While many of us are familiar with the way in which we position our solutions against the competition, what would happen if the tables were turned? What would their kryptonite be? This is a great question to ask after the candidate has proudly recounted their victory, because it reveals the intimate familiarity they have with their execution style as well as their company and industry.
Identifying top sales talent is never easy, especially when you’re looking to harmonize sales acumen with emotional intelligence. The next time you find yourself wondering how to strike that fine balance, one of these questions might just do the trick.