The Miki journal
Essays, benchmarks, and practical operating playbooks for revenue leaders who care about signal quality, ramp speed, and hiring with fewer misses.
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.
Read the feature →Latest dispatches
Practical writing for teams that want better candidate signal, cleaner hiring math, and onboarding systems that actually get used.
A manager rubric for deciding when a rep is ready for live calls — covering discovery, demo, objection handling, negotiation, and presentation skill.
A complete AE onboarding checklist covering discovery certification, demo readiness, pricing conversations, mutual action plans, and pipeline milestones by segment.
A manager-owned SDR onboarding checklist covering tools, lists, cold-call reps, script practice, objection handling, and meeting-quality standards for early ramp.
Milestone templates, certification gates, and manager checkpoints for SDR and AE ramp. Not fluffy goals—operational standards.
Archive
Deeper guides, benchmark writeups, and category arguments — all organized so they’re easy to browse and revisit.
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 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.
Decades of research shows work samples predict job performance better than interviews. Here's how to design one for SDRs, AEs, and sales managers.
Any rep can recite an objection-handling framework. These questions test whether they can actually recover when a prospect pushes back.
Great VP Sales candidates nail the interview. So do mediocre ones. Here's a scorecard that separates operators from storytellers.
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.
Most SDR assessments test confidence, not competence. Here's the competency framework that actually predicts whether a rep can book meetings.
A practical buyer's guide to AI sales assessment for revenue leaders, covering what to measure, fairness, validation, rollout, and vendor evaluation.
Evaluating AI assessment tools for sales hiring? An honest comparison of Miki and Anthropos — features, pricing, and which is better for sales-specific assessment.
Compare sales assessment software for SDR and AE hiring, including simulations, ATS sync, anti-cheating, benchmarking, onboarding, and pricing.
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.
Build a modern sales hiring process with stage owners, scorecards, role-plays, thresholds, and ROI logic for SDR and AE recruiting.
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.
Learn how to run a sales role-play interview with realistic scenarios, scoring rubrics, evaluator tips, and examples for SDR and AE hiring.
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.
Use these sales manager interview questions and rubrics to evaluate coaching, forecast rigor, accountability, hiring judgment, and team development.
Use these account executive interview questions for SMB, mid-market, and enterprise hiring, plus scorecards and role-play prompts.
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.
Use these SDR interview questions, scoring rubrics, and role-play prompts to hire reps who can handle rejection, run calls, and book meetings.
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.
Download a sales interview scorecard template for SDR, AE, and sales manager hiring with weighted criteria, red flags, and hire/no-hire logic.
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.
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.
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.
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.