5 ATTRIBUTES TO LOOK FOR WHEN HIRING A SALESPERSON

So, you’re looking to hire a salesperson. Whether it’s your first or you’re growing a small team – it’s a big decision.

You would know that hiring a salesperson will make significant impact on the success and growth of your business… if they’re the right hire of course.

And this isn’t just about the money. Your first few hires will set the tone for the culture of that department – and potentially the entire company depending on the size of it. But when it comes to your sales team alone, you want the first few people to come in and make a real impact.

You want people who show an example of good relationship building, customer service, and mindset. You also want them to be inspiring and supporting other team members, because what’s a team without collaboration?

You may be thinking now that you have to hire someone with extensive experience in the sales industry, and whilst experience is valuable, it's equally important to find candidates who possess attributes that align with your company's goals and values.

SALESPEOPLE NEED AMBITION

This one should be a given. Ambition is what helps any salesperson to go the extra mile and stay focused on achieving their targets. Look for someone who isn’t just outwardly excited about a new position, but someone who shows signs that they have the work ethic to back it up. See how they talk about challenges. Do they fear them or embrace them because they know it’ll help them improve?

Ambition is also a vital attribute because it usually means they’re goal orientated and they use their goals as their main motivator. As an employer of course your role is to inspire the team and remind them of their potential, but you won’t always be there to be their cheerleader. You need salespeople who can motivate themselves, pick themselves back up, and refocus.

SALESPEOPLE SHOULD BE SOCIABLE

Rapport building is at the centre of a successful sales department. Without it, you can’t build meaningful connections and you certainly can’t build trust.

Now, this isn’t to say every sales hire has to be the life of the party because they have the biggest personality – it means they’re good communicators, enjoy talking, and have the patience to listen.

When interviewing a sales candidate, ask yourself this question: “Could I leave them alone with a client and feel confident that they would not just find something to talk about, but make a good impression?” If the answer is yes, they’re probably a good fit.

Sociability also ties in with confidence. Salespeople need to be comfortable navigating through objections, asking good questions, and presenting your products/ services in a compelling manner.

SALESPEOPLE NEED EMOTIONAL INTELLIGENCE

Emotional intelligence might not be something that instantly comes to mind when you think of a suitable salesperson, but it’s more important than you may think. Similar to the last point, sales requires more than just selling – it requires human connection.

But what’s human connection without the ability to put yourself in someone else’s shoes?

Emotional intelligence as it helps salespeople:

• Understand and empathise with clients' needs and emotions

• Read subtle cues and adapt their approach accordingly

• Handling objections tactfully and leaving a positive impression

By hiring people with emotional intelligence, you'll enhance the overall customer experience, leading to long-term loyalty.

SALESPEOPLE SHOULD HAVE LEADERSHIP SKILLS

Although you probably see your first few hires as people having the potential to be managers and even directors of the sales department, leadership is not limited to management positions.

It’s something that should be sought after in every salesperson. This means they take ownership of their responsibilities, inspire their colleagues, and contribute towards a supportive work environment.

Leaders take initiative. They are proactive problem solvers; always looking for ways to improve processes and streamline operations.

SALESPEOPLE SHOULD BE RESILIENT

Everyone knows that sales isn’t easy. Every day has it’s different challenges – many of them being things that are completely out of your control. But what sets a good salesperson apart from the rest is how they handle it. Do they give up straight away or become easily frustrated and pessimistic? Or do they take a breather, look at the bigger picture, and continue with optimism?

Every salesperson must be resilient to face to inevitable. They must handle setbacks and disappointments with grace and determination and they must not let rejection stop them.

- Written by Shannon Matthews

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