Schwartz: Asking candidates about lost deals reveals their internal locus of control
Lauren Schwartz · Fivetran's Lauren Schwartz: Must-Ask Questions to Identify Potential Sales Talent | 20VC #939 · 20VC with Harry Stebbings · Oct 19, 2022 · at 26:50
Lauren Schwartz, VP of Enterprise Sales at Fivetran, shares interview questions that evaluate candidate accountability.
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“And then I do this a lot when I ask about, tell me about a deal that you lost. And the reason I want to learn about that is because you get a really good signal about someone's locus of control. Either they're, they have an internal locus of control and they're taking responsibility for their role in a loss, or they have an external locus of control and they're saying, oh, well the product didn't deliver.”
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