Hidden Weaknesses: What Assessments Reveal About Hiring Your Next Seller w/ Andy Miller

"72% of salespeople say after they're hired that the job was misrepresented." Discover the hidden weaknesses that sabotage sales hires and learn how to assess for sales DNA -- the beliefs and mindset that actually predict success. In this episode, Andy Miller of Objective Management Group reveals why most hiring managers get it wrong by focusing on technical skills instead of attitudinal fit. Learn the three buckets that determine sales success, why hunters and farmers are completely different roles, and how need for approval makes likable candidates terrible closers. In this episode, you'll learn: Why hiring is a system, not just picking the right assessment The three buckets: will to sell, sales DNA, and tactics Hidden weaknesses that sabotage execution (and how to spot them) Hunter vs. farmer: why hybrids rarely work Why top producers don't respond to job ads (weeding vs. wooing) The Goldwing story: how head trash kills deals Why great resumes don't predict great performance 🎙️ Host: Mark McGraw -- Building Your Sales Engine 🎤 Guest: Andy Miller -- Objective Management Group 👇 Timestamps below 👇 ✅ Like + Subscribe for more expert sales insights 🎙️ Full podcast episodes: buildingyoursalesengine.com Links: Sandler: https://www.Sandler.com Show links: https://linktr.ee/buildingyoursalesen... Website: https://www.BuildingYourSalesEngine.com Mark on LinkedIn:   / markmcgraw   Andy on LinkedIn:   / bigswiftkick   Chapters: 0:00 -- Cold Open: 72% of sales hires say the job was misrepresented 0:49 -- Welcome & introduction to Andy Miller 2:46 -- Andy's background: 35 years in sales consulting and writing the book 4:31 -- What companies get wrong about hiring salespeople 8:48 -- The importance of systems in hiring 10:55 -- You hired a cat when you needed a hunting dog 12:42 -- Technical competence vs. attitudinal competence 14:04 -- Taking the easy way out: why job ads attract the wrong candidates 16:52 -- Weeding vs. wooing: how to recruit top producers 21:21 -- Always be recruiting: Google's one-day-a-week rule 22:29 -- Hunter vs. farmer: why hybrids don't work 25:49 -- The three buckets: will to sell, sales DNA, and tactics 28:07 -- Head trash: the beliefs that sabotage sales execution 31:14 -- Hidden weaknesses and the psychology of hiring 38:12 -- What to look for when hiring account managers 44:18 -- Need for approval: the most common hidden weakness 48:54 -- The Goldwing story: how beliefs kill sales 51:15 -- Using assessments with existing teams 53:03 -- Wrap-up and where to find Andy's book