Let’s say your behavioral target indicates this person should be calm, understanding, personable – but also capable of troubleshooting complex situations. Here are five questions you might ask to hone in on the target candidate:

To nail your CSM hire, you’ll need to look beyond just skills and resume. You want to focus on ideal workplace behaviors, and you’ll need to ask the right questions to ensure the person you choose will exhibit those behaviors.

You can often teach people skills; you’ll have less luck changing someone’s behavioral makeup. As you seek out that beast of a BDR, you’ll need to ask the right questions to find the right person.

Behavioral data can help you identify the right fit for a role. And when you know what behaviors lead to success in a role, you can ask the right questions – and hire with confidence.