The 2 Interview Questions That Reveal Everything

Most interviews are a performance. Candidates spend weeks rehearsing their 'story,' and founders spend thousands hiring a character that doesn't exist. Then, 90 days later, their pipeline is empty, and you're back at square one.

The problem is that most interviews are designed to test for theory. A-players, however, are defined by evidence.

After 25 years of leading sales teams and coaching founders, I've found that two simple, direct questions can separate the great talkers from the true performers faster than any others. They move the conversation from stories to reality.

1. “Walk me through your current pipeline.”

Asking about a candidate's sales process is important. But their live pipeline is where that process meets reality. This question isn't just a request for numbers; it's a window into their operational discipline.

Why it Matters: A sales rep’s pipeline is their business. How they talk about it reveals everything. Do they know their numbers inside and out? Can they clearly articulate the status and next steps for their key deals? Do they speak with a sense of ownership, or do they immediately start making excuses for stalled opportunities?

What to Listen For:

• Ownership: Do they take responsibility for their pipeline, or do they blame leads, the market, or their manager?
• Specificity: Do they speak in hard numbers and clear stages, or vague generalities?
• Clarity: Can they explain how deals move from one stage to the next in a logical, repeatable way?

The GSD Micro-Tip: If they can't show you their pipeline, even on a blurred screen or a hand-drawn map, the interview is over. A-Players carry their pipeline in their heads. B-Players have to go look for it.

A-players are obsessed with their pipeline. They live in it. They don't need to "think about it" when you ask.

2. “Walk me through a typical week in your role.”

This question is designed to uncover their personal operating system. Everyone has a polished answer for their "sales process," but almost no one can fake an answer for how they actually spend their time.

Why it Matters: A-players run their week with intention; B-players react to it. This question reveals their habits, their discipline, and their priorities. It shows you whether they have a system for success or are just hoping for it.

What to Listen For:

• Intentionality: Do they describe a structured week with protected blocks for high-value activities like prospecting?
• Balance: How do they allocate their time between generating new business, managing active deals, and handling internal tasks?
• Discipline: Is their week a repeatable, predictable rhythm, or is it a chaotic series of reactions to whatever is on fire?

An A-player’s calendar is a weapon. A B-player’s calendar is a mess. This question shows you which one you're talking to.

The Scoreboard and The Playbook

Most companies never ask these two questions. They get sold on charisma and a compelling story, and that’s why they miss.

When you ask a candidate to walk you through their pipeline, you're not just getting numbers; you're seeing their scoreboard. When you ask them to walk you through their week, you're not just hearing about their tasks; you're seeing their playbook.

Together, they uncover the truth.

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Want the full 'Surgical Hiring' checklist we use to vet A-Players for our clients? You can grab it here: Free GSD Resources 

By Travis Janko, CEO of GSD Coach & Recruiting, helping SaaS founders build A-Player revenue teams. Fast.

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