Hiring a Salesperson? Here’s What to Look For & How to Keep Them

April 9, 2019
Hiring a Salesperson? Here’s What to Look For & How to Keep Them

Are you a sales leader hiring a salesperson? Well, you've come to the right place! Here on the Criteria for Success Blog, we're talking about hiring and recruiting all month long!

Recruiting and growing is not an easy task, especially when it comes to hiring sales people. There are many things that you need to consider. Here are some tips on hiring a salesperson and what to do to help ensure you keep them.

Hiring a Salesperson? Here's What to Look For & How to Keep Them

Sales can be a revolving door.  

When looking for the right addition to your sales team, take note of the candidates' employment history. Don’t necessarily jump to conclusions if you see that they stayed at given sales positions for a year or less. Depending on the seniority level of the position you are looking to fill, this may or not may be a “make or break”.

Great salespeople won't stay in an environment that doesn’t allow them to achieve their goals. These goals can be career, financial or personal.

Churn is bound to happen.

And it's not just because the environment isn’t conducive to a salesperson’s success, but may be because some people just can’t hack it.

A good way to reduce churn is to stand out and give your salespeople a reason to stick around. Look for motivated individuals interested in growth. Then, be sure to provide them the training and the path to be able to achieve their goals. This will increase your chances of retaining them.

Know the ins and outs of sales.

When hiring for any positions, you need to have a strong understanding of the requirements before you try to fill it. If you haven’t been in sales yourself, get your sales managers and senior sales reps involved. They'll help you figure out what those coveted traits are that you should be looking for.

Knowing your sales processes start to finish will help you figure out what to look for when hiring a salesperson. You’ll be able to do so specifically through the lens of the particular position you are looking to fill.

For example:

If the position requires cold calling, you should look for someone who has audacity and exhibits qualities of an extrovert.

When I was hiring salespeople, I always looked for someone who had a positive attitude and a desire to learn. The best employees tend to be trainable and moldable, and don’t aren't over-confident. While confidence is absolutely necessary, crossing the line into conceitedness is something that could hold a candidate back.

Build around your core team.

When hiring a salesperson, look for qualities and traits that would mesh well with your existing team members. This is especially true if they will be tasked with training this individual.

The goal in building a successful sales team is to hire a mix of individuals that complement each other. When this happens, reps form relationships and help keep each other motivated to sell.

Look for motivated people.

Lastly, when hiring a salesperson, make sure they are motivated. Do everything you can to keep them motivated as well, and you’ll be on the path to success.

This can be done in a few different ways:

  1. Having a knowledge base for new hires, like a Digital Sales PlayBook
  2. Regularly train your sales reps to hone in their skills
  3. Establish a mentor/coaching program

So, what do you think? Do you feel more prepared to hire new sales reps? Have any other questions about hiring a salesperson that we didn't answer? Let us know in the comments!

The Ultimate Hiring Guide for Sales Managers

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