In today’s Management Secrets of the Sales Secrets Podcast, Justin Welsh shares his 3 factors that determine a good hire. In your ideal candidate profile, figure out their personality traits, necessary soft and hard skills, ask them to provide a rating of the importance of these skills.

The final grade often indicates if a candidate is indeed a good hire. Hard skills include the sales process to reach quotas and how to schedule a day/week/month/year to reach that goal. Soft skills include handling confrontation and pauses in the buying cycle.