The Scoreboard & The Playbook: 2 Questions That Reveal A-Players

‍

Most sales interviews are a waste of time. They test for theory, not reality. You walk away knowing a candidate can tell a good story, but you have no real evidence of how they actually perform.

A-Players, however, leave a trail of evidence. You just have to ask the right questions to uncover it.

After thousands of interviews, we've found that two simple, open-ended questions can reveal more about a salesperson's true capabilities than a dozen generic ones. They separate the talkers from the top performers by exposing the two things that actually matter: their scoreboard and their playbook.

1. The Scoreboard Question: "Walk me through your current pipeline."

Asking about their sales process is important. But their pipeline is where that process meets reality. It's the unvarnished truth of their performance. This question isn't just a request for numbers; it's a test of discipline, ownership, and clarity.

What to Listen For:

• Ownership vs. Blame: Do they speak about the pipeline with a sense of ownership, or do they immediately start making excuses about bad leads, a tough market, or a lack of support?
• Clarity & Fluency: Do they know their numbers inside and out? An A-Player can tell you their total pipeline value, their conversion rates by stage, and their average deal size without blinking. Hesitation is a huge red flag.
• Deal-Level Strategy: Can they explain how specific deals are moving through the funnel? A-Players have a clear "next step" for every single opportunity.

Weak Answer: "Well, it's been a tough quarter. The leads aren't great, but I'm working hard. I've got a few things I'm hoping will close by the end of the month."

Strong Answer: "Right now, I'm carrying $450k in qualified pipeline against my $200k quarterly number. My conversion rate from Stage 2 to 3 has been 40%, so I'm focused on moving two key deals into that stage this week. I have a clear mutual action plan in place for my largest opportunity, which is a $75k deal with Acme Corp."

2. The Playbook Question: "Walk me through a typical week in your role."

This question uncovers their personal operating system. It reveals their habits, their discipline, and whether they run their week with intention or simply react to it. A great sales process is useless if the rep doesn't have the personal process to execute it.

What to Listen For:

• Intention vs. Reaction: Do they describe a week that is structured and planned, or one that is a series of reactions to inbound emails and "busy work"?
• Time Allocation: How do they balance the three critical parts of their job: prospecting for new business, managing their active pipeline, and handling internal tasks?
• A Repeatable Rhythm: Do they have a consistent weekly cadence? A-Players often have themed days or dedicated time blocks for specific, high-value activities.

Weak Answer: "Every week is different, you know? I come in, check my emails, and just kind of tackle whatever is on fire. I try to make some calls when I have downtime."

Strong Answer: "My week is built around themes. Monday is for planning and internal syncs. Tuesday through Thursday mornings are pure, protected prospecting blocks—no internal meetings allowed. Afternoons are for demos and active deal follow-ups. And Friday afternoon is for pipeline hygiene and a personal forecast review."

The Takeaway

Most companies hire based on charisma and a compelling story. That’s why they miss. When you ask these two questions, you get the truth. The first question reveals the scoreboard (their results). The second reveals the playbook (the system that creates those results). Together, they give you the evidence you need to stop guessing and start hiring A-Players.

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

‍