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12 Sales Role-Play Scenarios for Hiring and Onboarding
Practical role-play scenarios for SDR and AE hiring and onboarding: incumbent vendor, no budget, champion loss, procurement pushback, timeline slip, and more.
Read the feature →The Miki journal
Field notes on hiring sales talent without the usual guesswork.
Essays, benchmarks, and practical operating playbooks for revenue leaders who care about signal quality, ramp speed, and hiring with fewer misses.
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Jun 2026latest issue
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Latest dispatches
Recent thinking from the Miki team
Practical writing for teams that want better candidate signal, cleaner hiring math, and onboarding systems that actually get used.
account executive
How to Hire an Account Executive for Mid-Market or Enterprise
A complete AE hiring playbook covering role definition, interview loops, assessment design, and scorecards for SMB, mid-market, and enterprise motions.
sdr hiring
How to Hire an SDR Who Can Handle Rejection and Book Meetings
A complete SDR hiring system: candidate profile, sourcing strategy, interview loop, assessment, scorecard, and onboarding handoff.
sales manager
Sales Manager Assessment Examples: Coaching, Forecasting, and Pipeline Review Scenarios
Scenario-based assessment examples for evaluating sales managers on coaching, forecasting, pipeline review, and handling underperformance conversations.
greenhouse assessment integration
Greenhouse Assessment Integration Guide for Sales Teams
Walk through the Greenhouse assessment integration for sales hiring: send-test flow, score sync, stakeholder ownership, launch checklist, and clean ATS workflow design.
Archive
Browse the back catalogue
Deeper guides, benchmark writeups, and category arguments — all organized so they’re easy to browse and revisit.
Quality-of-Hire Metrics for Sales Teams: What to Track at 30, 90, and 180 Days
Define the real quality-of-hire dashboard for sales teams: time to first meeting, time to first pipeline, attainment, retention, readiness score, and score-to-performance correlation.
Sales Readiness Scorecard: How Managers Decide a Rep Is Safe for Live Calls
A manager rubric for deciding when a rep is ready for live calls — covering discovery, demo, objection handling, negotiation, and presentation skill.
Account Executive Onboarding Checklist: First 90 Days to First Qualified Pipeline
A complete AE onboarding checklist covering discovery certification, demo readiness, pricing conversations, mutual action plans, and pipeline milestones by segment.
SDR Onboarding Checklist: First 30 Days to First Meetings Set
A manager-owned SDR onboarding checklist covering tools, lists, cold-call reps, script practice, objection handling, and meeting-quality standards for early ramp.
30-60-90 Day Sales Onboarding Plan for SDRs and AEs
Milestone templates, certification gates, and manager checkpoints for SDR and AE ramp. Not fluffy goals—operational standards.
Sales Onboarding Checklist for New Reps: Pre-Day-1 to Day 90
The difference between a ramped rep and a failed hire often comes down to the first 90 days. Here's a manager-owned checklist with clear gates and milestones.
MEDDIC Interview Questions to Hire Better Enterprise AEs
MEDDIC works for qualifying deals—it also works for qualifying AEs. Here's how to assess whether candidates can actually run the framework, not just recite it.
Why Work-Sample Tests Beat Gut-Feel Interviews in Sales Hiring
Decades of research shows work samples predict job performance better than interviews. Here's how to design one for SDRs, AEs, and sales managers.
15 Objection-Handling Interview Questions That Reveal Real Selling Skill
Any rep can recite an objection-handling framework. These questions test whether they can actually recover when a prospect pushes back.
VP of Sales Interview Scorecard: What to Measure Beyond Charisma
Great VP Sales candidates nail the interview. So do mediocre ones. Here's a scorecard that separates operators from storytellers.
How to Design an Account Executive Assessment Test
AEs are expensive to hire and expensive to fire. Here's how to design an assessment that tests discovery, multi-threading, and close-worthiness before you extend an offer.
What a Good SDR Assessment Test Should Measure
Most SDR assessments test confidence, not competence. Here's the competency framework that actually predicts whether a rep can book meetings.
What Is an AI Sales Assessment? A Buyer's Guide for Revenue Leaders
A practical buyer's guide to AI sales assessment for revenue leaders, covering what to measure, fairness, validation, rollout, and vendor evaluation.
Miki vs. Anthropos: A Transparent Comparison for Sales Teams
Evaluating AI assessment tools for sales hiring? An honest comparison of Miki and Anthropos — features, pricing, and which is better for sales-specific assessment.
Best Sales Assessment Software for SDR and AE Hiring in 2026
Compare sales assessment software for SDR and AE hiring, including simulations, ATS sync, anti-cheating, benchmarking, onboarding, and pricing.
We Built AI That Catches Candidates Cheating (Here's How)
Candidates are using ChatGPT to game AI assessments. Here's how Miki's patent-pending Active Integrity Probing detects AI-assisted answers, coached responses, and cheating in real time.
The Modern Sales Hiring Process: From Resume Screen to Roleplay in 7 Steps
Build a modern sales hiring process with stage owners, scorecards, role-plays, thresholds, and ROI logic for SDR and AE recruiting.
The VP Sales Guide to Integrating Assessment Tools with Your ATS
Does it work with Greenhouse? Here's everything you need to know about connecting sales assessment tools to your ATS — native integrations, webhooks, and what to ask vendors.
How to Run a Sales Role-Play Interview That Predicts Real Performance
Learn how to run a sales role-play interview with realistic scenarios, scoring rubrics, evaluator tips, and examples for SDR and AE hiring.
Chat vs. Voice vs. Video: Which Sales Assessment Mode to Use (and When)
Should you assess SDRs with a phone simulation or a chat test? Should AEs do video roleplay? A decision framework based on role type and skills tested.
20 Sales Manager Interview Questions (+ Coaching Scorecard)
Use these sales manager interview questions and rubrics to evaluate coaching, forecast rigor, accountability, hiring judgment, and team development.
31 Account Executive Interview Questions for Mid-Market and Enterprise Hires
Use these account executive interview questions for SMB, mid-market, and enterprise hiring, plus scorecards and role-play prompts.
How to Cut Sales Ramp Time in Half
Average sales ramp is 6 months. Here are the three levers that compress it to 6 weeks — and why simulation-based training is the biggest unlock.
25 SDR Interview Questions Hiring Managers Should Ask (+ Scorecard)
Use these SDR interview questions, scoring rubrics, and role-play prompts to hire reps who can handle rejection, run calls, and book meetings.
Sales Hiring Benchmarks 2026: What Good Looks Like
What separates a strong AE candidate from a marginal one? Role-specific benchmarks for SDRs, AEs, and sales managers — plus how to build your own team baseline.
Sales Interview Scorecard Template for SDRs, AEs, and Sales Managers
Download a sales interview scorecard template for SDR, AE, and sales manager hiring with weighted criteria, red flags, and hire/no-hire logic.
How to Evaluate Sales Candidates Without Wasting Your Pipeline
30 candidates, 5 interview slots, 6 weeks of open headcount. Here's how to evaluate your full pipeline without burning your team's time on people who can't sell.
Why Personality Tests Fail for Sales Hiring (And What Works Instead)
DISC, Predictive Index, and 16 Personalities are popular in sales hiring. The research says they're poor predictors of quota attainment. Here's what works better.
Building a Sales Playbook That Actually Gets Used
Most sales playbooks get opened once and forgotten. Here's a framework for building one your reps will reference, practice, and actually use to close deals.
The True Cost of a Bad Sales Hire (And How to Calculate Yours)
A bad sales hire costs far more than a severance check. Here's the real math — visible costs, hidden costs, and a framework to calculate your own number.