Hiring Your First Salesperson Into Your Digital Agency? Here's Who To Hire

One key move many agencies make as they grow is hiring their first dedicated salesperson.

Whether you're running an e-commerce, digital or marketing agency, hiring a salesperson can boost your client relationships, improve retention, and create clearer growth strategies.

However, many agencies, while eager to hire, often find themselves stuck. You know you need a salesperson to help elevate your agency, but the big question is: What kind of salesperson is right for your business?

Senior Salesperson vs Junior Salesperson

The decision between hiring a senior salesperson or Head of Sales versus a junior salesperson will have a huge impact on the way your agency grows.

Both options come with their own benefits and challenges, and the right choice depends on your current stage, budget, and goals.

Agencies in different sectors - whether it's e-commerce, digital marketing, or web development - have unique needs. One-size-fits-all doesn’t apply here, and neither does the same hiring strategy.

Here is some guidance on the pros and cons for each, helping you come to a decision that best suits your business.

Pros of Hiring a Senior Salesperson

Experience

A senior salesperson brings years of experience to the table, not just in selling, but in setting up entire sales processes. They know how to create and implement systems that can be scaled as your agency grows.

Once you hire additional team members, a senior hire will already have the blueprint in place for training and leading the new team.

Strategy

A senior hire is going to come with a strong understanding of sales, buyer psychology, and depending on their experience, maybe even market insights that are particular to the digital and marketing world. Not to mention that they will have a bigger network that could be a huge asset, opening doors to potential high-value clients right away.

These salespeople will have the skills to work closely with your marketers and align sales campaigns. This means they can improve targeting and ensure that your sales strategy is in sync with your overall business objectives.

Scalability

If you're ready for rapid scaling, a senior salesperson will be quick to identify what’s needed to grow - both short and long-term.

They can help identify new business opportunities and strategically position your agency for long-term success.

Pros of Hiring a Junior Salesperson

Cost-Effective

Junior hires are more budget-friendly, making them ideal for agencies that are just getting started or working with limited funds. Their lower salary allows you to allocate resources elsewhere until you're ready to scale.

Hands-On Sales

If you need someone who can jump into cold calling, closing deals and LinkedIn outreach, a junior salesperson is ideal. They’ll be malleable, eager to learn and focus on the daily, basic tasks of all that it takes to succeed in sales.

Growth Potential

A talented junior salesperson can grow as your agency grows, becoming a long-term asset. With the right guidance, they can develop into a more senior role, eventually taking on greater responsibilities within the company.

Cons of Hiring a Senior Salesperson

Cost

Senior sales professionals come with a higher salary and higher expectations. For smaller agencies or those operating on tight budgets, the cost of a senior hire might not be feasible, especially if other areas of the business still need investment.

Less Hands-On Selling

Some senior salespeople are more focused on managing and strategising than they are on day-to-day selling.

While they’ll help structure your sales department, they might not be as active in pursuing new business or completing the whole sales cycle - things you may still need.

Looking for Stability

Senior hires sometimes prefer established businesses with clear strategies. If your agency is still experimenting with its market positioning or service offerings, a senior salesperson might feel frustrated by the lack of clarity.

Cons of Hiring a Junior Salesperson

Less Experience

A junior hire will need more hands-on guidance, especially when it comes to building a sales strategy or setting up systems for client acquisition.

Limited Strategy

While a junior salesperson can be excellent at executing the day-to-day tasks, they may not have the experience to shape your long-term sales direction.

This could slow your agency’s growth if you’re looking for someone to think strategically.

Turnover Risk

Junior hires, without proper support and a clear path for development, can feel adrift.

This may lead them to leave for a more structured or promising opportunity. However, with the right management, this can be avoided.

How to Decide

So, how do you choose between a senior or junior hire?

Go for a senior hire if your agency has already nailed its product-market fit, is ready to scale, and you need someone who can build a sales strategy and team. A senior hire will bring strategic insights and the ability to drive growth at a larger scale.

Go for a junior hire if your agency is still testing the market, needs quick revenue, and has a limited budget. A junior hire will be more focused on immediate lead generation and securing deals, making them an excellent choice if your sales needs are more tactical at this stage.

Another strategy to consider if you’re going the junior route is hiring two junior or graduate-level employees instead of just one. This approach encourages healthy competition and ensures they have someone to bounce ideas off of. It also means they’re less likely to feel isolated, helping them stay motivated and grow within the company.

No matter the decision, make sure it aligns with your long-term goals and allows you to build a foundation that supports sustainable growth.

- Written by Lauren Whiteman

NEED SOME FRIENDLY ADVICE OR MORE TIPS?

If you are looking for more advice or help finding your next job, we can help, please give us a call on: 0117 301 8495 or take a look at our jobs page. Alternatively, if you’re an employer in the UK looking to recruit and need someone with real recruiting expertise then we can help – let’s chat.