Interactive tool
Sales Reference Checklist
By Arshnoor Kohli, Founder, Vektor
Last updated
Published · 4 min read
Bottom line
On every sales reference, cover how long they knew the candidate, quota and attainment vs the team, sales process and early-stage motion, key traits rated 1-10, advice for managing them on a small team, and whether they would rehire the candidate onto quota on day one.
Fillable sales reference checklist for checking attainment, process, key traits, and the rehire question. Use it on the call, then print or download the PDF.
Fill this during the reference call. Drafts save in this browser. Print when done, or download the blank PDF.
1. Duration & Relationship
How long have you known the candidate, and in what capacity? Were you their direct manager, a peer, or did they report to you?
2. Quota & Attainment
What was their quota, and what did they actually close? How did attainment compare to the team? Was the number inflated by inbound or a warm territory?
3. Sales Process & Motion
Did they run a repeatable process? How did they perform in a founding or early-stage motion specifically?
4. Key Traits (1-10)
Rate each trait, with 10 = exceptional.
5. Management Insight
If we move forward, what advice would you give on how to get the best out of them, especially on a small, fast-moving team?
6. Rehire Question
Would you rehire this candidate again, and would you put them on quota again on day one? Why or why not?
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