Prioritize Storytelling: Assess storytelling skills during interviews and coach reps on it. It's a foundational human communication skill that drives sales success.

Evaluate Questions Asked: Learn as much from the questions a rep asks as you do from their answers. It reveals their curiosity and understanding.

Mock Pitch Preparation: Let candidates pitch your product with basic information provided, such as target personas, company size, and common challenges. Avoid setting them up to fail.

Grade with Context: When evaluating candidates, adjust expectations. Benchmark them one level lower than your top AEs to account for their lack of product knowledge.