What reference-check questions have been most revealing for validating pipeline claims and team leadership?

Pipeline claims are hard. If the number seems outlandish, I'll usually ask "Wow, what was the pipeline in the prior qtr?" or "Wow, what was the goal?" On team leadership,...

Checking the size of the business led and cross verifying it with the customer segment and deal sizesRequesting for specific examples from Sales Leader references, on the...

Would you classify this person in your top 5% of performers?If so, why? If not, why?What are their weaknesses?What is holding them back from being promoted?How many time...