Andrew Custard, Vice President of Sales for the East at SOASTA, was kind enough to speak with me on the Over Quota Blog to discuss his process for assessing talent when hiring salespeople. SOASTA is a company, founded in 2006, that offers a software platform that tests web and mobile applications. Each time I conduct one of these interviews, my goal, and my goal for my audience, is to learn something new, and Andrew certainly did not disappoint. When you watch this interview, you’ll learn what he says good salespeople should do at the beginning of every interview, and the extra step they should be taking even before that!

What else will you learn from this interview?

• His thoughts on the quality of most of the resumes he sees
• The basic resume mistake that he sees from even the most accomplished salespeople
• Why he believes that it’s important that the process of assessing talent should be standardized and repeatable
• 3 core competencies he must see in every sales candidate
• Questions he may ask to help him assess your core competencies
• Is he hiring

The answers to these questions, and many more, can be heard in this video. I’m confident that you’ll find the insight that Andrew shares to be useful and actionable the next time you’re preparing to interview, or be interviewed. We look forward to your comments.