Sales Hiring Tips: Spotting Fixed vs. Growth Mindsets

Here’s 5 Powerful Questions to Spot a Fixed vs. Growth Mindset When Hiring Sales People

In sales, mindset isn’t just a buzzword—it’s the secret sauce that separates the average from the elite. Carol Dweck’s research on fixed versus growth mindsets nails it: a fixed mindset believes talent is static, while a growth mindset thrives on effort and learning. If you’re hiring sales people, this isn’t fluffy psychology—it’s a profit driver. The right sales reps don’t just hit their quotas; they smash them by consistently adapting, persisting, and evolving.

But how do you spot that mindset in an interview?

Resumes tout numbers, but they don’t reveal how someone bounces back from a “no” or tackles a dry spell. That’s why I’ve crafted five sales-specific questions to uncover whether a candidate’s wired to stagnate or soar. Below, you’ll get each question, why it works, and real fixed versus growth responses. Plus, weI’ll look at how to turn this into a hiring superpower to boost your revenue.

Why Mindset Matters in Sales

Sales can be a grind—rejection, missed targets, cutthroat competition are all par for the course. A fixed-mindset rep blames the market and quits; a growth-mindset rep tweaks their pitch and doubles down. Research backs this up: growth-minded employees are 34% more committed and 47% more collaborative (Dweck, 2006). In sales, that translates to resilience, innovation, and bigger checks. Hire wrong, and you’re stuck with excuses. Hire right, and you’ve got a team that turns obstacles into opportunities.?

Ready? Here’s 5 interview questions to help you find them…

1. How Do You Handle a Week Where You Miss Your Sales Targets?

Why Ask This? Sales targets are the pulse of the job—missing them tests grit.?

• Fixed Mindset Response: “It’s frustrating—sometimes the leads are just bad, or the product isn’t what people want. I’m not sure there’s much I can do about it.” Translation: They dodge ownership. Failure’s external, not fixable.
• Growth Mindset Response: “I’d look at what didn’t work—maybe my pitch was off or I didn’t qualify the leads well. Then I’d tweak my strategy or ask a top performer for pointers.” Translation: They dissect and rebuild. Setbacks are stepping stones.

2. What Do You Do When a Prospect Rejects Your Pitch?

Why Ask This? Rejection’s daily in sales—how they handle it shows their spine.?

• Fixed Mindset Response: “It stings. If they don’t get it right away, they’re probably not worth my time. I’m not great at convincing everyone.”? Translation: They crumble and retreat. Persuasion’s a fixed trait.
• Growth Mindset Response: “I’d ask why they said no to understand their objections, then adjust my approach. Every rejection teaches me how to handle the next one better.”? Translation: They pivot and learn. “No” is just data.

3. How Do You Feel About Learning New Sales Techniques or Tools?

Why Ask This? Sales evolves—CRMs, AI, social selling. Adaptability’s king.??

• Fixed Mindset Response: “I’ve got my way of doing things, and it’s worked okay so far. New stuff sounds complicated—I’d rather stick to what I know.”? Translation: They resist change. Growth’s not their game.
• Growth Mindset Response: “I love it. New techniques or tools can give me an edge. I’ve picked up CRMs and cold-call scripts before—it’s all about staying sharp.”? Translation: They embrace the grind. Skills are built, not borrowed.

PRO TIP: Ask a follow up question like, “What sales book(s) are you reading right now?”? Probe into how they are currently training themselves.? Remember, people can interview very well.? Seek proof.??

4. What’s Your Approach When You See a Colleague Outperforming You in Sales?

Why Ask This? Competition fuels sales culture—their reaction splits ego from ambition.??

• Fixed Mindset Response: “They’re probably just naturally better at this than me. Some people have that charm I don’t.”? Translation: They’re crushed by comparison. Talent’s a wall.
• Growth Mindset Response: “I’d watch what they’re doing—maybe they’re great at follow-ups or building rapport. I’d ask them for tips and try it myself.”? Translation: They’re fueled, not flattened. Success is a blueprint.

5. Do You Think Your Ability to Close Deals Can Improve With Practice?

Why Ask This? Closing’s the sales holy grail—their answer bares their soul.??

• Fixed Mindset Response: “Not really. You’ve either got the knack for closing or you don’t. I’m decent, but it’s not like I can become a superstar.”? Translation: They’re boxed in. Effort’s irrelevant.
• Growth Mindset Response: “Absolutely. The more I practice reading people, refining my pitch, and handling objections, the better I get. It’s a skill you build.”? Translation: They’re limitless. Mastery’s earned, not gifted.

PRO TIP:? ROLE PLAY.? Ask them what their favorite objection to overcome is.? Then role play with them how’d they handle that objection.

Fixed vs. Growth: The Revenue Divide

Fixed-mindset reps stall—they dodge hard deals, shrug off feedback, and wilt under pressure. Growth-mindset reps? They’re your closers. They chase challenges, crave coaching, and turn losses into wins. A 2023 Salesforce report found top sales teams are 2.5 times more likely to prioritize learning—a growth hallmark. Hire the former, and you’re nursing egos. Hire the latter, and you’re printing money.

How to Wield These Questions

1. Keep It Casual: “Tell me about a time…” feels like a chat, not a quiz.
2. Spot the Trend: One answer’s noise—five are a signal.
3. Dig Deeper: If they skirt, ask “Why?” or “Then what?”
4. Rate It: Fixed = caution. Growth = hire.

Pair this with a mock pitch or past metrics, and you’ve got a hiring system that’s less hunch, more precision.

PRO TIP:? HOMEWORK.? Assign homework.? If your company is on Cardone U, give your applicant access for a few days and see what they do with it.? Or give them a book to read like the 10X Rule or Sell Or Be Sold, ask them to read as much of that book before their next interview and come back with 5 key takeaways.? Remember, character’s what you do when no one’s watching.? Test their character.

Beyond the Hire: Mindset Shapes Culture

Growth-minded reps don’t just perform—they elevate. They swap tactics, cheer wins, and innovate. Fixed-minded hires hoard, sulk, and stall. Would you agree that mindset beats experience for long-term impact? Culture isn’t fluff—it’s your revenue engine.

Your Next Move: Build an Unstoppable Team

These five questions give you the edge to spot growth mindsets. But hiring’s step one. To turn potential into dominance, you need training that sticks. Enter Cardone University, built by Grant Cardone, available 24/7 with your all-access pass to masterclasses on prospecting, objection handling and closing—all on-demand, no fluff.

Isn’t it time to stop gambling on new hires? Use these questions to find the right people with a growth mindset, then supercharge them with Cardone University. Visit cardonesolutions.com/10XYourTeam for your free trial—because mindset plus skill equals a sales force that doesn’t just compete, it dominates.

Let’s Talk

The talent war’s brutal—these questions are your weapon. Share this with your network, tag your hiring crew, and drop your favorite mindset question below. Mine’s #3—What's yours?

ABOUT THE AUTHOR:

David Bradley is 10X Master Coach with Grant Cardone. For more information on creating a culture of learning, development of proficiency, handling objections and real time situational training solutions, fire off an email to david@grantcardone.com