Last Updated on September 21, 2026 by Rocky
I was curious to see what AI would suggest when I asked the question. If you want – query it in your AI or click here: https://sales-development-expert.onemob.com/p/msb4oi5plzqx76arwdkf9jvhy
What they got wrong:
Start with the role, not the person: They have some good info here. But what they are missing is 24 compentecies that will tell you not only if the candidate can sell, but whether they WILL sell in your market, against your competitors, at your price points, under your leadership, in your environment.
The AI results say nothing nothing about how to write ads that attracts high performers.
Source through a balanced system: Again, it’s good information. But everyone else is doing it, and you offer no suggestions for non-traditional sources that produce a great candidate pool.
Interview Questions: Very basic. If you want to know what will happen 90 days after you hire, you must turn the interview into an audition. That means asking 2-3 part questions that are covert in nature. Traditional questions don’t work with salespeople. They are usually better at interviewing than the interviewer.
Close transparently and onboard hard: They got the onboarding correct. But they did not list the 60 things that must be on the onboarding plan, how to build it, how to test yours against best practices, who to assign what to, how to measure, or anything else. Nor did they deal with how to keep candidates from going somewhere else or using your offer to get a raise and wasting your time. They also didn’t say how to prevent your competitive secrets from getting on the street.
Other things they left out:
- Assessments – which ones measure sales capabilities measured against your role.
- Process Automation – how to save time and streamline your sales-specific hiring process.
- Phone Screen – How to disqualify candidates in 5 minutes or less.
- Compensation – Beer budgets won’t buy Champagne
- 10 other things that absolutely Abolish Sales Hiring Mistakes.
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Rocky is the founder and CEO of Sales Development Expert, bringing over 35 years of hands-on experience in building championship sales teams for more than 2,800 businesses worldwide. As a recognized leader in sales hiring, training, and team development, Rocky is known for his results-driven strategies, deep expertise in sales-specific assessments, and passion for helping companies achieve breakthrough growth.