Hiring toolkit
Phone Screen Script for Capital Equipment Reps
Capital equipment sellers fail interviews for different reasons than consumable hunters. Use a focused phone screen to test cycle length, committee fluency, and install discipline—then post a specialty-matched role.
Cycle realism
Can they narrate a 6–18 month deal?
Committee map
Biomed, clinical, and economic buyers.
Install truth
Demos and go-lives reveal maturity.
Must-ask phone screen prompts
- Walk me through your last capital evaluation—champion to PO
- How do you win when biomed prefers the incumbent?
- Describe an install that went sideways and recovery
- How do you forecast without optimism bias?
- What is your cadence with clinical champions vs economic buyers?
Pass / fail signals
- Pass: names stakeholders and sequence without prompting
- Pass: owns a failed eval with a process change
- Fail: only talks product features and “relationships”
- Fail: cannot describe VAC / capital committee motion
- Next: post a capital-specific role and shortlist matches
After the phone screen
- Post capital equipment roles with specialty matching
- Use the free first job to preview candidate quality
- Pair with hire capital equipment sales reps guide
- Territory alerts while the search is open
Hiring capital equipment reps?
Share portfolio, average deal cycle, and geography. We will help you post and screen.
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