The simple recruiting test every sales leader should use

I’ve seen this story play out for decades: You hire a new salesperson. Their resume looks sharp. They ace the interview with all the “right” answers. But when it comes time to engage real prospects, they freeze—or worse, they act like glorified customer service reps, simply complying with requests instead of connecting with people.

Let’s face it: If you’re frustrated by low lead conversion in your sales team, the problem usually starts long before your reps pick up the phone. In fact, it starts in your hiring process.

Here’s the core problem: Most sales hiring is built to select for compliance, not connection.

Weak sellers share one fatal flaw: they blindly comply. When a prospect emails them asking for a price sheet, a brochure, or product specs, the weakling’s instinct is to craft the perfect email and send whatever is requested—no questions asked. They feel like they’re “doing their job.” But really, they’re missing the moment to build trust and start a real conversation.

Top performers—the White Knights—see every inquiry as a doorway to connect. They know that the only way to create value and move a sale forward is through human engagement, not information dumps.

So, how do you spot this difference before you hire?

Here’s a simple recruiting test I use — and it’s pure gold:

When you post your job ad and start getting applicants, send each candidate a follow-up email. In that email, ask for a few details: their experience, why they think they’d fit your team, maybe a “how would you handle…” scenario. Make sure your phone number is clearly listed in your signature.

Now, here’s the key: Watch what happens next.

The compliant candidates will respond in writing, answering your questions neatly, maybe even with perfect grammar and formatting. That’s all well and good, but it’s also your first red flag.

The engagers, on the other hand, will do something different: They’ll pick up the phone and call you. They’ll ask questions. They’ll seek connection. They understand that real sales isn’t about replying—it’s about relating.

If you want salespeople who create value and drive results, hire the ones who can’t help but reach out and engage. The rest? Let your competitors have them.


Ready to build a sales team that actually connects and converts?
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