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The Key Traits to Look for When Hiring Salespeople



Hiring the right salespeople is crucial for any organization’s success. The right sales team can drive revenue, build strong customer relationships, and contribute to the growth and reputation of your business. However, finding and selecting the best candidates can be challenging. Sales roles require a unique blend of skills, personality traits, and attitudes. To help you in this process, here are the key traits to look for when hiring salespeople.


1. Resilience

Sales is a field where rejection and setbacks are common. Resilience, or the ability to bounce back from disappointment and persist in the face of adversity, is a critical trait for any successful salesperson.


Signs of Resilience:

  • A history of overcoming challenges or setbacks in previous roles.

  • A positive attitude even when discussing past failures or difficult experiences.

  • Demonstrated perseverance in long sales cycles or challenging sales environments.


2. Strong Communication Skills

Effective communication is at the heart of sales. Salespeople must be able to clearly convey the value of a product or service, listen to customer needs, and adapt their messaging to different audiences.


Signs of Strong Communication Skills:

  • Articulate and confident speaking ability during the interview.

  • Ability to listen actively and respond thoughtfully to questions.

  • Clear and concise writing skills, evident in their resume, cover letter, and any written communication during the hiring process.


3. Empathy

Empathy is the ability to understand and share the feelings of others. In sales, this means being able to see things from the customer’s perspective, which is crucial for building trust and forming strong relationships.


Signs of Empathy:

  • Asking questions that show genuine interest in understanding the customer’s needs and challenges.

  • The ability to relate to and connect with a diverse range of people.

  • A track record of maintaining strong, long-term client relationships.


4. Self-Motivation

Salespeople often work independently, setting their own goals and managing their time. A self-motivated individual will thrive in this environment, consistently seeking out opportunities to achieve and exceed targets.


Signs of Self-Motivation:

  • Examples of setting and achieving personal or professional goals.

  • A proactive approach to learning and self-improvement.

  • Enthusiasm about sales targets and a strong desire to achieve them.


5. Adaptability

The sales landscape is constantly changing, with new products, markets, and technologies emerging regularly. Salespeople need to be adaptable, able to quickly learn and adjust to new circumstances.


Signs of Adaptability:

  • Experience in working in different industries or with various products and services.

  • A willingness to learn new skills and embrace change.

  • Positive responses to questions about handling unexpected challenges or changes in strategy.


6. Persistence

Persistence is closely related to resilience but focuses on the determination to keep pushing forward to achieve a goal, even when faced with obstacles. In sales, persistence often separates top performers from the rest.


Signs of Persistence:

  • A history of achieving goals despite obstacles or initial failures.

  • A “never give up” attitude during the interview, particularly when discussing past sales experiences.

  • Examples of going the extra mile to close a deal or retain a client.


7. Problem-Solving Skills

Salespeople must be able to think on their feet and come up with solutions to meet customer needs or overcome objections. Strong problem-solving skills are essential for navigating the complexities of sales.


Signs of Problem-Solving Skills:

  • The ability to think critically and present solutions during hypothetical scenarios or case studies in the interview.

  • Past experiences where they successfully addressed a client’s concerns or solved a challenging problem.

  • Demonstrating creativity in finding ways to meet customer needs or close deals.


8. Curiosity

Curiosity drives a salesperson to learn more about their products, industry, and customers. This trait leads to deeper insights and a better understanding of how to position products effectively.


Signs of Curiosity:

  • Asking insightful questions during the interview about the company, industry, and products.

  • A strong interest in learning about new markets, trends, or sales techniques.

  • A history of seeking out additional knowledge or training to improve their sales skills.


9. Integrity

Integrity is about being honest and ethical in all dealings. Salespeople with integrity build trust with customers, which leads to long-term relationships and repeat business.


Signs of Integrity:

  • A reputation for honesty and ethical behavior, which can be verified through references.

  • Consistent transparency in discussing their past sales experiences, including both successes and failures.

  • A commitment to putting the customer’s best interests first, even if it means a short-term loss in sales.


10. Team Player

While sales roles often require a high degree of independence, being a team player is also important. Salespeople must collaborate with marketing, customer service, and other departments to achieve company goals.


Signs of Being a Team Player:

  • Experience working in cross-functional teams and examples of successful collaborations.

  • A willingness to share credit and acknowledge the contributions of others.

  • Positive references highlighting their ability to work well with colleagues.


Conclusion

Hiring the right salespeople is essential for building a strong, high-performing sales team. By focusing on these key traits—resilience, strong communication skills, empathy, self-motivation, adaptability, persistence, problem-solving skills, curiosity, integrity, and being a team player—you can identify candidates who are likely to succeed and contribute positively to your organization. Remember, while experience and qualifications are important, these personal traits often make the difference between a good salesperson and a great one.


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