4 Key Traits to Look for When Hiring a Sales Team
Navigating the competitive world of sales requires a stellar team with more than just ambition. This article distills wisdom from seasoned experts to identify the 4 quintessential traits that set top-performing sales professionals apart. Delve into the insights to ensure your next hire has what it takes to thrive and drive success.
- Prioritize Love of Winning
- Evaluate Communication Skills
- Look for Past Performance
- Seek Adaptability in Candidates
Prioritize Love of Winning
When hiring for a sales team, I prioritize a "love of winning." This key trait embodies drive, boldness, and perseverance-skills that elevate individuals beyond mediocrity. Sales is inherently competitive, and those who thrive possess an intrinsic desire to succeed, not just for the rewards but for the thrill of achieving their goals.
In my experience, individuals who truly love winning are goal-oriented and resilient. They see challenges as opportunities and are driven to refine their techniques and strategies. This love for winning also fosters a growth mindset. Sales professionals with this quality are not content with past victories; instead, they analyze their successes and failures to continuously improve.
A valuable experience I've observed in high performers is their ability to balance ambition with collaboration. Winning in sales isn't just about personal accolades-it's about uplifting the team and fostering long-term client relationships. This combination of competitiveness and cooperation ensures sustained success, both individually and collectively. Ultimately, hiring individuals who love winning creates a culture of excellence and inspires everyone around them to operate at their peak performance.
Evaluate Communication Skills
One key trait I look for when hiring for a sales team is how well candidates communicate, specifically how much they talk and how concise their answers or questions are. In sales, effective communication is critical. Not just talking a lot, but knowing when to listen and how to ask the right questions succinctly. During interviews, I pay close attention to whether candidates dominate the conversation or if they engage in a balanced, thoughtful exchange. Those who can articulate their points clearly and keep their responses concise have proven to be the most successful in building trust with clients and steering conversations toward meaningful outcomes. This quality shows they understand the importance of listening and tailoring their communication, which is invaluable in sales.
Look for Past Performance
Past performance is the best predictor of future performance. I look for blue ribbons, firsts, awards, and best-in-class accomplishments - and if they have had more than 3 jobs in 5 years my antennae go up. Perhaps the best advice I ever got was from my boss at Xerox. He would ask me, "John, are you excited about this candidate?" If you aren't excited now - you never will be.
Seek Adaptability in Candidates
A key trait to look for when hiring for a sales team is adaptability, as it reflects an ability to thrive in dynamic environments. For example, candidates who demonstrate resourcefulness in addressing client objections or embracing new tools often excel in sales. This quality ensures they can adjust strategies to meet evolving market demands and client needs. Adaptable individuals consistently perform well because they are proactive and open to growth, making them invaluable in maintaining competitiveness and achieving sustained sales success.
