52 I nterviewing salespeople is tough! Screening, uncovering, and selecting top talent takes a lot of practice and a reliable process. And it is es- sential to avoid the most common pitfalls along the way. As far as interview questions go, the best are the ones provided in a validated scientific talent in- strument. The next best interview questions are those you yourself can ask each candidate, to gain insight into their thoughts, feelings, and be- haviors—to determine whether there is enough evidence of talent to invest more time in them. I often work with our clients to help them improve their interview techniques and become better at moving the right people forward in the funnel. Those who are the very best, at recruiting and se- lecting top talent, know that strong screening in the beginning leads to a much more talented can- didate pool every time. Those who don’t commit to that kind of consistent practice tend to get stuck in one of five common interviewing traps and of- ten find themselves disappointed with the under- performance of those they’ve brought on board. In order to better take advantage of every golden interview opportunity that comes your way, you need to know these traps well—and then avoid them. CENTER FOR SALES STRATEGY BLOG 5 Biggest Interview Pitfalls— and How to Avoid Them by Beth Sunshine