The Un-Gameable Interview: My System for Finding Sales A-Players

‍

There’s a unique kind of regret that comes from hiring the wrong salesperson. It’s not just a bad call, it’s a drag on growth, morale, and momentum.

We’ve all been there. But what if you could separate the true A-Players from the great talkers in the first 30 minutes of an interview? After 25 years as a sales leader, I developed a simple, un-gameable formula to do just that. I call it The Performance Checkpoint Method™.

Checkpoint 1: The Baseline Filter

Early in the interview, I ask for two simple metrics: average deal size (ACV) and average sales cycle length.

• A-Player Tell: They answer with specifics. “My average ACV is $25k, and my sales cycle is 45 days.”
• B-Player Tell: They are vague and non-committal. “It depends, anywhere from $10k to $50k.”

If a candidate cannot clearly state the core metrics of their role, the interview is over. It’s a non-negotiable filter.

Checkpoint 2: The Volume Check

The next building block I gather is deal volume. I’ll ask a candidate how many deals they typically close, but the timeframe I ask for is a subtle test in itself. I’ll ask for the number of deals per month, quarter, or year.

Why the difference? Because it depends on their sales motion. An SMB rep lives in a monthly world. A Mid-Market rep thinks in quarters. An Enterprise rep plans annually. Their initial answer on their average deal size and sales cycle tells me which question to ask, and their comfort with that timeframe tells me if their experience is genuine.

Checkpoint 3: The Pressure Test

This is where the real validation begins. The key is to separate the next three questions by 5-10 minutes each. This is non-negotiable because it tests a candidate's integrity and preparation, not their ability to do quick math.

1. “What was your annual quota last year?”
2. (10 minutes later) “What percentage of quota did you hit last year?”
3. (10 minutes after that) “I forgot to ask, what was your total dollar amount closed for the year?”

Checkpoint 4: The Final Validation (The Math)

The final step is to validate the story. I compare the numbers from the "Pressure Test" (Checkpoint 3) against the baseline from Checkpoints 1 and 2. Does their claimed attainment jive with their stated deal size and volume? If the math doesn't math, something's wrong.

A System for Replacing Guesswork with Certainty

This method isn't just about catching people in a lie; it's about finding people who are so obsessed with their performance that they know their numbers inside and out. This level of preparation and ownership is a core trait we look for in our GIVE™ Framework.

If you're tired of guessing and want to install a proven, evidence-based hiring system like this one, let's have a conversation. You can book a call with us here.

By Travis Janko, CEO of GSD Coach & Recruiting, helping SaaS founders build the top 5% of talent, FAST!