How we evaluate sales talent.
Our 3-pillar assessment model is built on I/O psychology research and designed specifically for MedTech and HealthTech sales roles. Every candidate passes three independent layers of proof.
Pillar 1: Structured Behavioral Screen
A senior recruiter conducts a structured behavioral interview with every candidate. Unlike casual phone screens, this interview is designed to surface evidence of the specific behavioral constructs that predict performance in the target role.
- Each role type (SDR, AE, Sales Manager) has a customized interview guide
- Questions are designed to elicit behavioral evidence, not rehearsed answers
- AI maps evidence from the transcript to each construct with supporting quotes
- Your recruiter reviews and validates every AI-generated assessment
Pillar 2: Earn Your Spot Sales Simulation
Top candidates complete a live, AI-driven sales simulation tailored to the role. SDRs run a cold call. AEs run a discovery call. Sales Managers run a coaching scenario. The simulation measures execution under realistic conditions.
- Simulations adapt based on candidate responses in real time
- Scored on specific execution criteria: objection handling, discovery depth, closing technique
- Eliminates candidates who interview well but cannot execute
- Provides a recorded simulation for client review
Pillar 3: Master Scorecard
Both assessment layers merge into a single cross-evidence scorecard. Where behavioral evidence and simulation execution align, confidence is high. Where they diverge, we flag it and explain why.
- Construct-level scores from both the behavioral screen and the simulation
- Convergence and divergence analysis across evidence sources
- Risk flags for areas where evidence is mixed or insufficient
- Your recruiter's honest read on fit, trajectory, and potential concerns
Behavioral constructs we assess
Each construct is tailored to the role type. Here are the core constructs used for MedTech and HealthTech sales positions.
Resilience
Handles rejection and sustained pressure without losing momentum
Coachability
Takes feedback and adjusts approach quickly
Competitive Drive
Internal motivation to win, backed by behavioral evidence
Consultative Selling
Diagnoses problems and guides buyers to solutions
Process Discipline
Follows a consistent sales process and manages pipeline
Domain Curiosity
Natural interest in learning clinical and technical product knowledge
See it in action
Book a discovery call and we'll walk you through a real candidate assessment for your open role.