Hiring the right salesperson is like finding a needle in a haystack—except that haystack is made of resumes, and the needle can close a million-dollar deal with just a phone call. So, how do you spot that needle? Spoiler alert: it’s not just about who can talk the fastest or charm the socks off a potential client.
Let’s dive into the key qualities that separate the sales rockstars from the rest of the pack. Whether you’re hiring for your team or just curious about what makes a top sales talent tick, this guide will give you the insider scoop.
Resilience: The Bounce-Back Factor
Sales is a rollercoaster ride, and not every deal is going to close. The best salespeople don’t get discouraged by a “no”—they’re fueled by it. Resilience is their secret sauce. They know that rejection is just part of the game, and they’re always ready to bounce back, tweak their pitch, and go after the next opportunity with the same energy.
What to Look For:
Ask about a time they lost a big deal and how they responded.
Look for candidates who see challenges as opportunities, not roadblocks.
Curiosity: The Natural Detective
Top salespeople are naturally curious. They don’t just sell a product; they dig deep to understand their customers’ needs, pain points, and motivations. It’s this curiosity that helps them tailor their approach, ask the right questions, and uncover opportunities that others might miss.
What to Look For:
Listen to the questions they ask during the interview. Are they genuinely interested in understanding your business?
Candidates who do their homework and come prepared with insights about your company are likely to bring the same curiosity to their sales role.
Emotional Intelligence: The People Whisperer
Selling isn’t just about the hard sell—it’s about building relationships. Emotional intelligence (EQ) is the ability to read and respond to emotions in a way that fosters trust and rapport. Salespeople with high EQ know when to push, when to pull back, and how to make customers feel heard and valued.
What to Look For:
During the interview, do they show empathy? Are they attentive and responsive to your cues?
Role-play a challenging sales scenario and see how they navigate it. Do they adapt their approach based on the “customer’s” emotional state?
Drive: The Inner Fire
Great salespeople have an inner fire that drives them to succeed. They’re self-motivated, goal-oriented, and constantly striving to hit—and exceed—their targets. This isn’t just about making money (though that’s definitely a part of it); it’s about the thrill of the chase and the satisfaction of closing a deal.
What to Look For:
Ask about their biggest sales win and what motivated them to achieve it.
Look for candidates who are competitive and driven by results, but also have a track record of persistence in the face of challenges.
Adaptability: The Chameleon
The sales landscape is always changing—new products, new markets, new challenges. The best salespeople are adaptable, ready to pivot and adjust their strategies as needed. They thrive in dynamic environments and are always learning, evolving, and looking for new ways to win.
What to Look For:
Ask how they’ve adapted to changes in their previous roles. Have they successfully sold different products or services?
Candidates who embrace change and see it as an opportunity rather than a threat are likely to excel in a fast-paced sales environment.
Confidence: The Quiet Power
Confidence in sales isn’t about being the loudest person in the room; it’s about knowing your product, believing in your ability to sell it, and conveying that belief to your customers. Confident salespeople instill trust and make customers feel secure in their purchasing decisions.
What to Look For:
Observe how they present themselves during the interview. Are they poised, articulate, and sure of their answers?
Role-play a tough negotiation scenario and see how they handle pressure. Confident candidates will stand their ground without coming across as arrogant.
Bonus Tip: The X-Factor
Sometimes, a candidate comes along who just has that something—a combination of charisma, drive, and natural selling ability that can’t always be quantified. Trust your instincts here. If they’ve got the core qualities and something extra, you might just have found your sales superstar.
Wrapping It Up
Hiring top sales talent is both an art and a science. By focusing on these key qualities—resilience, curiosity, emotional intelligence, drive, adaptability, and confidence—you’ll be well on your way to building a sales team that doesn’t just meet quotas but crushes them.
So, the next time you’re knee-deep in resumes, don’t just look for the fastest talker or the most charming candidate. Look for the needle in the haystack—the salesperson who has the qualities that will make them not just good, but great.
Ready to find your next sales superstar? Keep these tips in mind, and you’ll be on the right track to building a high-performing team that drives your company’s success.
About ClosedWon Talent
We help startups build revenue teams for long-term success by avoiding mis-hires on core functions to maintain growth rates, preserve cash, and ensure strong employee morale.
We're not traditional recruiters. Led by a founding team with a blend of GTM leadership at bootstrapped, Seed, and Series A startups along with deep expertise in GTM recruiting by supporting 150+ funded startups since 2019.
We'll help you build your team like we'd build our own. To learn more about how we might be able to help your startup grow, choose a time here.
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