Strategy Questions Should be Part of Your Hiring Process

Want to know why most sales teams struggle to be consultative? They're not hiring for it.

Too many companies hire sales reps based on past performance and experience, but then wonder why these "stars" can't think strategically with prospects.

Here’s the thing: The best sales reps I’ve worked with have been really smart.

Some were engaged at school when they were young – some weren’t. I’m not talking about fancy degrees here.

I’m talking about the ability to think through a problem and solve it.

How do you test for that?

Here’s what’s worked for me: Use deal strategy questions in your interviews.

Present candidates with hypothetical complex deal situations and watch how they operate.

Don't just evaluate their final answer—assess their entire approach:

1. Do they ask thoughtful questions to gather context?

2. Can they generate multiple potential solutions?

3. Do they thoughtfully evaluate the pros and cons of each approach?

The best consultative sellers don't rush to a single solution. They consider all options, weigh tradeoffs, and make strategic recommendations.

If you want reps who will be consultative with your prospects, you need to hire people who demonstrate consultative thinking in your interview process.

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