Custom
Custom Interview Plan
Build a plan from scratch — pick the skills, attributes, and knowledge that matter for the role you're hiring.
Save this Interview Plan when it is ready to use.
Choose the hire criteria
Keep interviews focused. Check only the skills that should shape the hiring decision, move trainable capabilities into ramp, and leave unrelated items out of this kit.
Check before hire
Evidence the hiring team needs before deciding.
Build in ramp
Capabilities the team can coach after hire.
Not needed
Skills this hire does not require.
- Apply deal qualification and progression discipline
- Articulate the buyer problem and value clearly
- Assess customer health and risk
- +142 more
How it works
You believe this skill is essential and want to validate it during the interview process.
Click the proficiency badge to set the level you require (Advanced or Proficient). Then classify each skill using the buttons.
Classify the whole group, then adjust exceptions.
Apply deal qualification and progression discipline
Articulate the buyer problem and value clearly
Assess customer health and risk
Book meetings and improve show rates
Build account growth plans
Build and coach a champion
Build community and user groups
Build multi-channel outbound cadences
Build ROI models and business cases
Build target prospect lists
Capture and route customer feedback
Complete a clean sales-to-success handoff
Conduct effective discovery
Conduct expansion discovery
Conduct post-sale technical health checks and architecture reviews
Conduct technical discovery and fit assessment
Configure demo environments and data
Confirm early value and outcomes
Coordinate executive sponsor engagement
Coordinate internal deal resources
Create cross-sell and upsell proposals
Create mutual action plans
Create qualified opportunities in CRM
Create success plans
Deliver role-based onboarding and user enablement
Deliver tailored product demos
Develop competitive win strategies
Develop customer advocacy and reference opportunities
Develop outbound value hypotheses
Develop technical win plans
Document qualification evidence in CRM
Draft proposals and statements of work
Drive time to value
Engage prospects through social outreach
Establish credibility early
Establish governance and operating cadence
Execute outbound calls
Expand stakeholder relationships post-sale
Forecast renewals, expansion, and NRR
Gain next-step commitment
Generate warm introductions and referrals
Guide technical onboarding and configuration
Hand off qualified opportunities with context and momentum
Handle buyer objections
Identify additional stakeholders early
Identify and mitigate onboarding risks
Identify target contacts and reporting lines
Identify trigger events and timing
Inspect outbound activity and conversion performance
Interpret product usage and adoption data
Lead advanced configuration, optimisation, and technical enablement
Lead business reviews and communicate value
Lead onboarding kickoffs
Lead technical presentations and whiteboarding
Listen actively and capture structured notes
Maintain deal momentum and recover stalled deals
Maintain deal momentum, manage indecision, and recover stalled deals
Maintain forecast accuracy and communicate risk
Maintain lead status and routing in CRM
Maintain prospect data quality
Manage expansion pipeline
Manage onboarding escalations
Manage onboarding plans and delivery
Manage outreach compliance and deliverability
Manage prospect workflows in sales engagement tools
Manage renewal timelines and process
Manage security, compliance, and technical risk reviews
Manage trials, freemium conversions, and product-led hand-raises
Map decision process and timeline
Map power and navigate internal politics
Map stakeholders and multithread the deal
Map the buying committee
Map use cases to buyer problems
Mobilise executive sponsors
Navigate legal, procurement, and vendor onboarding
Navigate RFP and RFQ processes
Negotiate commercial terms
Negotiate expansion commercial terms
Negotiate renewals and contract changes
Nurture leads that are not sales-ready
Open conversations and set the agenda
Orchestrate the close plan and signature
Personalise outreach at scale
Plan change management and adoption
Position against alternatives and the status quo
Position pricing and packaging to value
Present the final proposal and business case
Prioritise portfolio coverage and customer cadence
Prioritise territory and account coverage
Prioritise use cases and control evaluation scope
Qualify buyers effectively
Refine the value hypothesis
Refresh user enablement over time
Research accounts and develop outreach hypotheses
Reset expectations in difficult customer conversations
Respond to inbound leads
Run save plans for at-risk accounts
Run win-back and reactivation motions
Scope proofs of concept, trials, and success criteria
Secure pricing approvals within governance
Send recap and alignment emails
Shape evaluation criteria and scorecards
Structure multi-year and enterprise agreements
Support technical expansion discovery with AM and CSM
Tailor communication to the audience
Use AI to accelerate account research and message preparation
Use AI to analyse interactions and improve follow-up
Use AI to inspect pipeline signals and prioritise work
Use customer stories and proof points
Work channel and ecosystem relationships for pipeline
Write outbound emails
Behavioural traits and characteristics. Keep only the ones that should meaningfully shape this hiring decision.
Coachability
A willingness and demonstrated capacity to absorb feedback, adapt behaviour, and improve quickly.
Curiosity
A natural tendency to ask good questions, learn fast, and seek deeper understanding of customers, products, and markets.
Learning Agility
The ability to ramp quickly in new domains, absorb complexity, and apply new concepts in live work.
Achievement Orientation
A strong internal drive toward targets, standards, progress, and measurable outcomes.
Resilience
The ability to recover quickly from rejection, setbacks, lost deals, difficult customers, or changing conditions.
Ownership
A tendency to take responsibility for outcomes rather than waiting to be directed.
Initiative
A bias toward proactive action, preparation, and follow-through.
Discipline
A consistent operating rhythm, including preparation, follow-up, CRM hygiene, and process adherence.
Adaptability
The ability to adjust approach, messaging, and behaviour as context changes.
Ambiguity Tolerance
Comfort operating where process, messaging, product, or market conditions are still evolving.
Commercial Acumen
An instinct for how revenue is created, protected, expanded, and prioritised in a business context.
Business Judgment
The ability to make sound commercial calls with incomplete information.
Strategic Thinking
A tendency to think beyond the immediate task toward account trajectory, buying dynamics, and longer-term outcomes.
Analytical Orientation
A comfort with using data, signals, and evidence to form views and make decisions.
Problem-Solving Orientation
A tendency to break down problems, diagnose root causes, and work toward practical resolution.
Customer Empathy
The ability to genuinely understand customer context, pressures, and motivations without collapsing into passivity.
Value Orientation
A reflex toward business outcomes and customer impact rather than features, activity, or internal process.
Executive Presence
Credibility, composure, and clarity in front of senior stakeholders.
Influence
The ability to earn buy-in, shape decisions, and move people without relying on authority.
Communication Clarity
Clear, concise, audience-appropriate communication in verbal, written, and presentation settings.
Collaborative Orientation
A tendency to work well across sales, marketing, product, support, services, and leadership to advance customer and revenue outcomes.
Technical Acumen
Comfort understanding technical concepts, product architecture, integrations, and technical trade-offs to the degree the role requires.
Industry Experience
Prior exposure to the customer’s industry or problem domain.
Buyer Persona Experience
Prior experience selling to, supporting, or influencing the relevant buyer or stakeholder personas.
Segment Experience
Relevant exposure to SMB, mid-market, enterprise, or strategic-account environments.
Startup / Scale-Up Fit
Evidence that the person can operate effectively in a less structured, high-change, resource-constrained environment.
Builder Mentality
A tendency to improve systems, create structure, and help shape the playbook rather than only execute an existing one.
Digital & AI Fluency
The ability to use digital tools, automation, and AI responsibly to improve research, preparation, analysis, communication, and workflow execution while applying judgment and fact-checking.
Domain context the candidate may need. Check only what is genuinely decisive before hire.
Customer business model and unit economics
Understand how the customer makes money or captures value, what costs matter, and how budget owners think about investment trade-offs.
Industry / vertical context and buying patterns
Understand the customer’s industry, common operating models, regulatory or market context, typical buyer concerns, and how buying patterns vary by segment.
Product, use cases, and technical architecture
Understand core product capabilities, common use cases, limitations, integrations, implementation patterns, and architecture to the degree the role requires.
Buyer personas, KPIs, and decision drivers
Understand the goals, metrics, pressures, objections, and decision criteria of the relevant personas and buying committee members.
Competitive landscape and alternatives
Understand common competitors, in-house alternatives, status quo options, and the strengths, risks, and decision patterns associated with each.
Commercial model, pricing, contracting, and implementation model
Understand pricing constructs, packaging logic, contracting terms, implementation responsibilities, and common approval or paper-process blockers.
Hiring for this role? We can help.
Pointer recruits revenue talent with practitioners who've done the job — and our 12-month enablement program gets them ramping in weeks, not quarters.