FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Sales leaders need to stop observing from the sidelines and actively participate in deals as player-coaches, even if they are CROs.

Giving candidates extensive preparation materials for role plays allows for a more accurate evaluation of their abilities.

Replaying specific parts of a role play multiple times can effectively demonstrate a candidate's coachability.

Hiring decisions should be unequivocally positive or negative, avoiding the temptation to settle for average candidates.