Using the Sandler System in Interviews with John O'Brien

Building Your Sales Engine

• 44 min

Play episode

Mark McGraw talks with John O'Brien, Founder of Sales Talent Group and a legend in the world of recruiting top-tier salespeople. They dive into what it really means to qualify hiring opportunities—for both candidates and hiring managers. John shares insights on how to run interviews like a pro, avoid expensive hiring mistakes, and design roles that attract the right people. To find our handout for this episode, click <a href="https://www.buildingyoursalesengine.com/giveaway17" rel="nofollow">here</a>. Join us to hear what most hiring managers get wrong, how top candidates quietly stand out, and why better preparation leads to better hires. <ul> <li>John starts by explaining why hiring salespeople should feel like closing a million-dollar deal because, in many ways, it is.</li> <li>According to John, if you're not treating hiring like a sales process, you're flying blind. You could have the ability to hire the best salesperson. But having a process ensures you hire the right salesperson.</li> <li>John reveals the most important part of an interview that most hiring managers skip: Qualifying for pain, budget, and decision-making.</li> <li>Mark and John agree that there isn't enough time in a sixty-minute interview to fully interview your candidates—unless you follow a clear process and set expectations upfront.</li> <li>Great candidates don't list achievements—they tell stories that sell. John breaks down the STAR method of storytelling and how the best salespeople use it to tell compelling stories.</li> <li>Mark and John agree that hiring gets messy when candidates, recruiters, and hiring managers aren't aligned.</li> <li>For John, hiring managers who try too hard to sell the job end up pushing away the top talents.</li> <li>Mark explains how to create interest in your candidates without overdoing the pitch.</li> <li>Top candidates don't just answer questions, they run their own sales process in the interview. Mark shares what to look for when a candidate subtly qualifies you right back.</li> <li>John and Mark discuss why candidates should think like entrepreneurs and what that means for hiring.</li> <li>Mark highlights why hiring the wrong person is costly and reflects poorly on everyone involved. He unpacks how to manage hiring risk so you're not cleaning up a mess months later.</li> <li>John explains why hiring for sales ability beats experience every time.</li> <li>According to John, job descriptions describe the role, but job design defines success. He shares how hiring managers can reverse engineer what success looks like and hire for that.</li> <li>As a sales professional, you need to understand the compensation plan during the interview. But there is a catch: talking about money too early is a red flag for most recruiters. But waiting too long is a waste of time. John walks through ways to get the timing right when discussing compensation.</li> <li>Hiring with a tight budget isn't a dealbreaker—it just means you need a smarter plan. John shares how to attract and grow talent when you can't afford top dollar.</li> <li>Mark explains how the best salespeople qualify the hiring company and why that's a positive sign.</li> <li>Mark and John agree that saying no to the wrong job or hire is just as important as saying yes to the right one.</li> <li>John explains how the candidate's decision isn't just about the job—it's about their whole life. He explains how factoring in personal circumstances like family and relocation helps avoid last-minute drop-offs.</li> <li>John highlights the true cost of one bad hire and why it's worth investing more time and thought upfront to avoid costly turnover.</li> <li>For John, sales candidates shouldn't tell you they're good—they should show you. Mark and John reveal what structured, thoughtful interviewing really looks like from someone who knows how to sell.</li> </ul>     Mentioned in This Episode: <a href="http://buildingyoursalesengine.com/follow" rel="nofollow">BuildingYourSalesEngine.com/follow</a> <a href="http://sandler.com" rel="nofollow">Sandler.com</a> <a href="http://www.buildingyoursalesengine.com/sandler" rel="nofollow">BuildingYourSalesEngine.com/sandler</a> <a href="https://www.amazon.com/Startup-You-Revised-Updated-Transform/dp/B09XWM9GCC" rel="nofollow">The Startup of You: Adapt, Take Risks, Grow Your Network, and Transform Your Career</a> by Reid Hoffman <a href="https://www.linkedin.com/in/johnsalestalentgroup/" rel="nofollow">John O'Brien</a> on LinkedIn <a href="http://salestalentgroup.com" rel="nofollow">SalesTalentGroup.com</a> <a href="http://buildingyoursalesengine.com/17" rel="nofollow">BuildingYourSalesEngine.com/17</a>