233 (Lead) Interview Smarter: Using Roleplays to Identify Top Sales Talent (Brooke Freedman, Chameleon)

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Sales leaders need to stop observing from the sidelines and actively participate in deals as player-coaches, even if they are CROs.

Giving candidates extensive preparation materials for role plays allows for a more accurate evaluation of their abilities.

Replaying specific parts of a role play multiple times can effectively demonstrate a candidate's coachability.

Hiring decisions should be unequivocally positive or negative, avoiding the temptation to settle for average candidates.


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VP of Sales @ Chameleon

Senior Director of Sales @ Drift

Senior Director of Sales @ Litmus

Sales Manager @ Litmus


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