How To Hire the Right Sales Team Members
What should you look for and what should you avoid when hiring sales team members for your business? Hiring for sales isn’t like hiring for other roles in your business. A bad hire can cost you more than time and money, it can erode trust with clients, stall your business’s momentum, and put you right back in the sales seat. A great hire, on the other hand, can bring in revenue, drive growth, and finally give you the breathing room you’ve been craving.
So how do you find the right sales team member for your company? Here’s what we look for in quality sales professionals and what we advise business owners inside Business Builder Camp to pay attention to when hiring for sales.
1. They Don’t Have to Be You, They Shouldn’t Be You
Many owners want to hire a “mini-me.” That’s a very common mistake. Your salesperson doesn’t need your personality or history. They need clarity, conviction, and coachability. Don’t look for a clone; you will never find one, and they are probably busy running a competing business. Look for someone who can confidently connect, ask questions, and follow a process, even if their style is different from yours.
2. The Sales Hires Communicate Clearly (and Naturally)
Sales requires clear communication (both speaking and a lot of listening. Just because someone can say a lot of words does not mean they communicate well. A quality sales hire communicates with precision and intent. Look for someone who can communicate with clarity, energy, and authenticity. This doesn’t mean polished scripts; it means they can carry a conversation, ask insightful questions, and make people feel understood.
If they can’t hold your attention in an interview, they won’t hold your prospect’s attention either.
3. You Want Future Sales Team Members To Ask Questions and Show Curiosity
Sales isn’t about fast-talking; it’s about uncovering needs. Strong candidates are naturally curious. They’ll ask about your product, your customers, and your goals. If they talk only about themselves, that’s a red flag. If they are fascinated with your business throughout the sales hiring process, they are an excellent sales team member.
Curiosity fuels quality lead discovery, and discovery drives opportunity and deals.
4. The Best Sales Team Members Have Empathy and Listen Well
Sales is relational, and relationships require emotions. If a candidate interrupts, glosses over concerns, or doesn’t listen deeply, they’ll do the same with prospects. You want someone who can build trust, hear the real objections, and create safe space for decision-making.
5. They’ve Got Grit and Can Handle Rejection
Sales can be brutal, especially for sales team members who have a losing streak. The best sales reps bounce back fast. Ask potential sales hires how they’ve handled failure or rejection in their past. Learn about their history and ask them about the timeframes they seem to gloss over. Look for signs of resilience and ownership, not blame or excuses.
6. They Don’t Need a Sales Ego
Confidence is excellent, but an unchecked ego is dangerous for your sales team. If new sales team member makes it all about them, they’ll hurt the team, resist coaching, and ruin the very team you are trying to help by adding a sales team member. A great sales hire should be team-oriented, humble, and always willing to learn.
7. They Have Experience in Related Fields (But It’s Not Everything)
Industry knowledge helps, but it shouldn’t be a deciding factor. Some of the best salespeople we’ve seen didn’t start in your industry. What matters most is a potential sales team hire’s ability to learn fast, understand buyer pain points, and find solutions for customers that can be developed into meaningful conversations.
Don’t get stuck on their resume; hire based on the person.
8. Your Sales Manager (or You) Should Click With Them
Sales leadership is vital to your team’s success. If your sales manager doesn’t connect with the hire, they are not your next hire. There should be trust, mutual respect, and good chemistry on your sales team. This doesn’t mean they need to be best friends, but they need to be aligned.
9. Good Sales Team Hires Show Up Prepared
Did they research your business? Did they read your job description? Do they understand your audience? Prepared candidates are proactive candidates. You want your sales team members to be prepared when going into a sales meeting or call. If they aren’t prepared for the interview, they might not be the best new hire for your business.
10. They Align With Your Values and Vision
If you hire a sales team member who doesn’t align with your business’s values, they will not be a good salesman or woman for your business. Each sale they make will lack understanding of your business, and they will not be a perfect customer. Perfect customers make our businesses grow and thrive.
Don’t hire a great closer who tramples people. Don’t hire someone with an impressive resume who cuts corners. Look for a culture fit in your next sales hire. Find a team member who believes in your mission and wants to grow with your company.
Hire Sales Employees Slowly, Coach Them, Fire the Bad Ones Fast
Hiring the right salesperson won’t magically fix your sales challenges. If you hire correctly, it will lead to your business’s growth and development. Your team members will make or break your business.
Business Builder Camp Helps Business Owners Grow Sales Team Skills
At Business Builder Camp, we help business owners hire sales team members wisely. From our one-on-one sales coaching to our sales mastermind groups, you will gain accountability and feedback on your sales team members. Contact Wayne today to start your journey towards improving your business’s sales team and your own sales skills.