50 Talent must be the foundation. An under- standing of the digital landscape – how it drives consumer behavior, and your capabil- ities can be taught, talent cannot. In order to select high performing digital salespeople, you need to look for the right talent profile first and make sure your candi- dates have the innate talents to be successful in business to business sales. As an addition- al pro tip, I have found it to be very effective when hiring top digital salespeople to focus extra attention on the workstyle themes, prob- lem solver talent, and the relationship themes of the talent interview. Only after you under- stand the strengths of your candidate and en- sure they have the right stuff to move forward should you even consider the experience within their resume. At that point, when you meet with them you will be able to drill down, asking questions that specifically demonstrate their experience. Always ask them to provide real examples and stories and then listen for specifics about the role they played in the sales process. Alina McComas VP/Senior Consultant The Center for Sales Strategy