Sales hiring is tricky business.
Why? Because the very thing that makes a great salesperson—the ability to sell—also makes them excellent at nailing interviews. Smooth answers, polished pitches, and a charm that’s hard to resist can often mask a deeper reality: Can they really deliver results for your business?
At Funded.club, we’ve learned that the key to identifying top-tier sales and sales leadership talent lies in digging beyond surface-level achievements. It's about uncovering the stories that reveal who they truly are and how they operate. Here’s how we do it—and why it works so well.
When you’re hiring for sales roles, it’s easy to get dazzled by impressive stats on a CV or confident answers to predictable interview questions. But if you really want to find out whether a candidate embodies the traits you’re looking for, you’ll need to go deeper.
Our recruiting team—experts in both commercial and technical roles—excels at asking probing, follow-up questions designed to get past the rehearsed responses. Here are a few examples of the types of questions we use:
"How did that deal actually start off? Who sourced it?"
This question uncovers the candidate’s role in originating opportunities. Did they lead the charge or step in later?
"Which stakeholders were the toughest to get on board, and how did you manage that?"
Stakeholder management is critical in sales, especially in complex B2B environments. This question reveals their strategy for navigating challenges.
"What was your plan to upsell this customer in the future?"
Top salespeople don’t just close deals—they think long-term. This question highlights whether they’re focused on building customer relationships or just hitting quotas.
These types of questions move the conversation from “What did you achieve?” to “How and why did you achieve it?”—and that’s where the magic happens.
Stories give you a window into a candidate’s process, decision-making skills, and resilience. For example, hearing about how someone turned a “no” into a “yes”—or how they navigated a tough internal challenge to get a deal over the line—is far more insightful than simply knowing they hit their quota.
These stories also reveal whether a candidate’s values and work style align with your startup’s culture. And for startups, this alignment isn’t optional. It’s critical. You’re not just hiring for skills; you’re hiring for startup DNA.
Our team’s ability to uncover these stories is one of the reasons why we’ve achieved a 100% success rate in filling roles for our customers. And it’s not just about the interviews—it’s about a meticulous, multi-step process that includes:
Careful Screening: Every candidate goes through rigorous evaluation to ensure they meet your startup’s unique needs.
Headhunting Talent: We don’t just wait for applications to roll in—we actively seek out candidates with the right mix of skills, mindset, and experience.
Deep Dive Interviews: By asking the right questions and looking for real stories, we ensure that every candidate we present is the real deal.
This process delivers real results:
33-day average time-to-hire: We move fast because we know startups can’t afford to wait.
67% retention beyond 24 months: Our placements don’t just start strong—they stay and grow with the company.
If you’re hiring sales talent, here are a few tips you can borrow from our playbook:
Go Beyond the Basics: Don’t stop at “What’s your biggest achievement?” Follow up with “How did you make it happen?” and “What did you learn?”
Listen for Depth: Pay attention to how candidates describe their actions and thought processes. Are they strategic? Reflective? Resourceful?
Focus on Fit: Look for clues that the candidate’s style aligns with your startup’s values, pace, and goals.
Hiring the right sales talent isn’t just about filling a role—it’s about building a foundation for sustainable growth. The sales team is often the first touchpoint customers have with your brand, and the right hires will not only drive revenue but also strengthen your reputation.
By focusing on stories, digging deeper, and prioritizing fit, you’ll set your startup up for long-term success. And if you ever need a hand finding those sales superstars? You know where to find us. 😉
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