{"id":5978,"date":"2016-08-12T09:41:58","date_gmt":"2016-08-12T09:41:58","guid":{"rendered":"https:\/\/www.saleshandy.com\/blog\/?p=5978"},"modified":"2026-03-12T07:23:15","modified_gmt":"2026-03-12T07:23:15","slug":"hiring-salespeople","status":"publish","type":"post","link":"https:\/\/www.saleshandy.com\/blog\/hiring-salespeople\/","title":{"rendered":"Top 8 Qualities To Consider While Hiring Salespeople For Startup"},"content":{"rendered":"<div id=\"toc_container\" class=\"toc_wrap_right toc_transparent no_bullets\"><p class=\"toc_title\">Contents<\/p><ul class=\"toc_list\"><li><a href=\"#1-Great-Storyteller-nbsp\"><strong class=\"1-Great-Storyteller-nbsp\"><span class=\"toc_number toc_depth_1\">1<\/span> 1. Great Storyteller &nbsp;<\/strong><\/a><\/li><li><a href=\"#2-Active-Listener\"><strong class=\"2-Active-Listener\"><span class=\"toc_number toc_depth_1\">2<\/span> 2. Active Listener<\/strong><\/a><\/li><li><a href=\"#3-Effective-Time-Manager\"><strong class=\"3-Effective-Time-Manager\"><span class=\"toc_number toc_depth_1\">3<\/span> 3. Effective Time Manager<\/strong><\/a><\/li><li><a href=\"#4-Objection-Preventer\"><strong class=\"4-Objection-Preventer\"><span class=\"toc_number toc_depth_1\">4<\/span> 4. Objection Preventer<\/strong><\/a><\/li><li><a href=\"#5-Post-Sale-Relationship-Manager\"><strong class=\"5-Post-Sale-Relationship-Manager\"><span class=\"toc_number toc_depth_1\">5<\/span> 5. Post-Sale Relationship Manager<\/strong><\/a><\/li><li><a href=\"#6-Hard-Worker\"><strong class=\"6-Hard-Worker\"><span class=\"toc_number toc_depth_1\">6<\/span> 6. Hard Worker<\/strong><\/a><\/li><li><a href=\"#7-Easily-Coachable\"><strong class=\"7-Easily-Coachable\"><span class=\"toc_number toc_depth_1\">7<\/span> 7. Easily Coachable<\/strong><\/a><\/li><li><a href=\"#8-Passionate-Seller\"><strong class=\"8-Passionate-Seller\"><span class=\"toc_number toc_depth_1\">8<\/span> 8. Passionate Seller<\/strong><\/a><\/li><\/ul><\/div>\n\n<p>Most startups suck at Hiring Salespeople. &nbsp;This is no secret!!<\/p>\n\n\n\n<p>Since most founders have little or no experience on the sales floor, many of them end up hiring the wrong people. Sadly, they end up regretting it.<\/p>\n\n\n\n<p>The bitter reality is: A startup is not like any other established business. Real growth in a startup space means<br>working with a strong group. &nbsp;A group that believes in the vision of the Founder. It requires a lot of dedication, a disciplined and a go-getter personality.<\/p>\n\n\n\n<p>Unfortunately, these are not skills that every salesperson may have.<br><\/p>\n\n\n\n<p>The truth is, it is not easy to move from selling automobiles at a corporation to selling software or other services at a startup. &nbsp;No matter how hard one may pretend to cope, such a shift is difficult and very few salespeople can manage to do that and profit.<\/p>\n\n\n\n<p>Finding the right people is a challenge. And, for startups, it could be one of the worst experiences that no one would wish to find themselves in.<\/p>\n\n\n\n<p>This article discusses the top 8 qualities you need to look out for while&nbsp;<a rel=\"noreferrer noopener\" href=\"https:\/\/www.saleshandy.com\/blog\/tips-for-recruiting-sales-representative\/\" target=\"_blank\">Hiring Salespeople<\/a>. <\/p>\n\n\n\n<!--more-->\n\n\n\n<h2 class=\"wp-block-heading\"><span id=\"1-Great-Storyteller-nbsp\"><strong>1. Great Storyteller &nbsp;<\/strong><\/span><\/h2>\n\n\n\n<p>People love stories and hence every salesperson should be a good story teller. They should be able to inspire and persuade their audiences with stories that will pique their interest.<\/p>\n\n\n\n<p>A lot of &nbsp;salespeople lose sales when they underrate the role of story selling in sales. Telling stories is an art only known to and perfected by few. But, just telling a good story is not enough. Success requires that the sales person also understands the product they intend to sell.<\/p>\n\n\n\n<p>The story should finally shed some light on how product X solves the<a href=\"https:\/\/www.saleshandy.com\/blog\/tips-converting-prospects\/\" target=\"_blank\" rel=\"noreferrer noopener\">&nbsp;prospects<\/a>&nbsp;problems and possibly better than how product Y does it. The salesperson might as well need to look at what the competitor is offering and weave their story around the superiority of their product. That is what would enable them to come up with a powerful story that clicks with the prospects.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span id=\"2-Active-Listener\"><strong>2. Active Listener<\/strong><\/span><\/h2>\n\n\n\n<p>You don\u2019t need another selfish sales rep who is only good at talking about themselves or their product. Sales is not about the seller. It\u2019s about the buyer.<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p>The prospect is the always the king. \u00a0A salesperson is just like another servant proposing a solution to a king\u2019s challenge<\/p>\n<\/blockquote>\n\n\n\n<p>That means the salespeople need to be highly disciplined not to offend the king. A sales person needs to be an active listener. &nbsp;Rather than thinking out the next question to throw to the prospect, the focus should be to understand the prospect. If there must be questions, they need to be relevant and insightful and should address the needs of the prospect. See this video from TED Talk by&nbsp;<a href=\"http:\/\/www.juliantreasure.com\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Julian Treasure<\/a>&nbsp;on \u201c5 ways to listen better\u201d.<br><\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe title=\"5 ways to listen better | Julian Treasure | TED\" width=\"580\" height=\"326\" src=\"https:\/\/www.youtube.com\/embed\/cSohjlYQI2A?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\"><span id=\"3-Effective-Time-Manager\"><strong><br>3. Effective Time Manager<\/strong><\/span><\/h2>\n\n\n\n<p>Time is a resource. Every start up desperately needs it. Now, to make the best of your time, you need to put in place effective time management.<\/p>\n\n\n\n<p>If the founder hires someone who can\u2019t tell a bad lead from a good one, then such an hiring is meaningless. This is because such salespeople will spend a lot of time pursuing bad leads, which is not good for business.<\/p>\n\n\n\n<p>Whereas a good sales rep will sort through leads to find the most promising ones, instead of wasting a lot of time on leads that clearly will not convert.<\/p>\n\n\n\n<p>A start up needs someone who can make the best use of the available resources to make the most of the limited time resource.&nbsp;Thus&nbsp;if someone can use &nbsp;analytics to identify the characteristics of the ideal lead \u2013 business size, industry, etc \u2013 and use that information to bring in more sales, then that a person to go for.<\/p>\n\n\n\n<p>And as we know, time management is essential for start-up success, and making the right hiring decisions is key. An application tracking system streamlines the recruitment process, saves time and resources, and uses analytics to find the best-fit salesperson.<\/p>\n\n\n\n<figure class=\"wp-block-image\"><img decoding=\"async\" src=\"https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2016\/08\/Effective-Time-Manager.png\" alt=\"Hiring Salespeople\" class=\"wp-image-5988\"\/><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\"><span id=\"4-Objection-Preventer\"><strong>4. Objection Preventer<\/strong><\/span><\/h2>\n\n\n\n<p>Preventing objections is not as easy. &nbsp;Most salespeople never succeed in doing it. Hence, a lot of them end up leaving lots of money on the table.<\/p>\n\n\n\n<p>The reason is that success is not dependent on merely \u201cObjection Prevention\u201d. Great sales representatives understand that this means mastering the art of \u201cproactive objection prevention\u201d.<\/p>\n\n\n\n<p>This means a good sales rep will not just look at the basic objections that the customer may have for the product. They must have effective people skills that will help them to proactively approach the specific objections the customers have and hence close the sales.<\/p>\n\n\n\n<p>The process of the sales should not get to a situation where the customer can say something like \u201cWe currently don\u2019t have a need for this.\u201d It\u2019s very possible to be proactive and address a common objection, even before it comes up. A good salesperson will pre-empt a certain objection during a \u201cdiscovery call\u201d by sharing what your product can do for them better than what they have.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span id=\"5-Post-Sale-Relationship-Manager\"><strong>5. Post-Sale Relationship Manager<\/strong><\/span><\/h2>\n\n\n\n<p>Repeat customers form the bulk of your customers. Before you flex your muscles to acquire new customers, understand that a good sales rep needs to ensure that he or she has retained your customers. It is so painful losing the customers you have labored hard for into hands of &nbsp;your competitor. That\u2019s suicide for your business.<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter\"><img decoding=\"async\" src=\"https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2016\/08\/3-2.png\" alt=\"Hiring Salespeople\" class=\"wp-image-5999\"\/><\/figure><\/div>\n\n\n<p>A start up needs someone who can establish a good relationship with previous customers. Now, for a sales rep to achieve this feat, he\/she needs to have sound post-sales engagement skills.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span id=\"6-Hard-Worker\"><strong>6. Hard Worker<\/strong><\/span><\/h2>\n\n\n\n<p>Another attribute of &nbsp;a good sales person is that they don\u2019t slack or back off in the face of a challenge. They are highly dependable and believe in getting the job done, no matter what. &nbsp;That means they can set their own goals and purpose to all what they have set-out to do.<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter\"><img decoding=\"async\" src=\"https:\/\/media.giphy.com\/media\/XIqCQx02E1U9W\/giphy.gif\" alt=\"Hard-Worker\"\/><\/figure><\/div>\n\n\n<p>Any candidate who fits a description of a hard worker who likes to get things done, and on time, is a person to go for. When reviewing candidates, it also helps to look closely at how they present their <a href=\"https:\/\/enhancv.com\/blog\/resume-work-experience\/\" target=\"_blank\" rel=\"noreferrer noopener\">experience on a resume<\/a>, since clearly described responsibilities and achievements can reveal how seriously they approach their professional growth. One way of picking a go-getter from a crowd is through asking them questions like:<\/p>\n\n\n\n<p>\u201cWhen did you set yourself high goals in life?\u201d \u201cHow did you walk through that mud of challenges to achieve the goals?\u201d \u201cDid you back off from pursuing those goals?\u201d \u201cHow do you make yourself feel motivated to soldier on?\u201d<\/p>\n\n\n\n<p>It\u2019s one thing to set up a goal. But, achieving the goal is completely a different thing. A candidate who sets tough goals and also achieves them is the perfect one for a Startup.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span id=\"7-Easily-Coachable\"><strong>7. Easily Coachable<\/strong><\/span><\/h2>\n\n\n\n<p>Just like technology evolves every day, so does the sales environment. To succeed, we need to keep up with the new changes.<\/p>\n\n\n\n<p>There is the hard work part, then there is the self-starter attitude. But, among all the other things, a good salesperson should be ready to learn and a quick learner. To keep up with the changing business environment, a startup founder should always hire someone who is easily coachable.<\/p>\n\n\n\n<p>To achieve that, the sales leader needs to put the candidate through a brief test \u2013 taking roles.<\/p>\n\n\n\n<p>The sales leader takes the role of a prospect while the candidate should deliver a <a href=\"https:\/\/www.saleshandy.com\/blog\/15-words-power-sales-pitch\/\" target=\"_blank\" rel=\"noreferrer noopener\">sales pitch<\/a>. Let the candidate sell something like a like a watch to the prospect. Finally, both of the participants should reflect on the roleplay.<\/p>\n\n\n\n<p>Point out the things they did so well and those areas where they performed poorly.<\/p>\n\n\n\n<p>If the candidates are unafraid of their weaknesses and open to correction, that\u2019s a coachable person who should be retained.<\/p>\n\n\n\n<p>Otherwise, if they react defensively, that is a great sign that they are rigid and may not be able to come up with the regular changes in the sales environment.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span id=\"8-Passionate-Seller\"><strong>8. Passionate Seller<\/strong><\/span><\/h2>\n\n\n\n<p>Sales is not easy. It needs commitment, dedication and a lot of learning. The problem is that the human mind only absorbs what appeals to it.<\/p>\n\n\n\n<p>If your sales candidate is not interested in the kind of work you do, not matter how experienced they are, chances are they might end up being a liability to you. &nbsp;That would be another headache that will unnecessarily dent the founder\u2019s purse. Also, Salesperson should be able to close deals in tough situation. Here is the example of&nbsp;Don Draper from movie \u201cMad Men\u201d.&nbsp;<\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe title=\"Mad Men:How to close a deal\" width=\"580\" height=\"326\" src=\"https:\/\/www.youtube.com\/embed\/QYc6AN72N2c?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<p>It makes more sense hiring a mid-skilled candidate who is passionate about sales and specifically about your company.<\/p>\n\n\n\n<p>To establish whether these are a good bet, asking them these questions may be helpful:<\/p>\n\n\n\n<p>\u201cWhy are you in sales?\u201d \u201cWhat makes you excited about this company?\u201d<\/p>\n\n\n\n<p>The thing is, a sales rep might love all things automotive \u2013 all the muscle cars, the little sweet beetles or the crazy auto-fests that made them feel giddy. &nbsp;And, they would also be very good at selling autos.<\/p>\n\n\n\n<p>But when it comes to selling software, they might have it hard telling how, for instance,&nbsp;Saleshandy&nbsp;(one of the most&nbsp;<a href=\"https:\/\/www.saleshandy.com\/\" target=\"_blank\" rel=\"noreferrer noopener\">advanced sales engagement tool<\/a>) can help you drive sales or increase conversions.<br><\/p>\n\n\n\n<p><em>Nothing about running a Startup is easy. &nbsp;And getting a good sales rep for a Startup is more difficult. Many are the times when the founders regret picking someone with a very impressive CV only to find that they cannot even sell a sweet to a kid. This means that a lot of time and resources were wasted and no returns to show for it. Anyone that needs to see their start up make a cool transition from a period of sales exploration to superb sales execution, they need to be wary of who they entrust the sales \u2018docket\u2019 with!!<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Most startups suck at Hiring Salespeople. &nbsp;This is no secret!! Since most founders have little or no experience on the sales floor, many of them end up hiring the wrong people. Sadly, they end up regretting it. The bitter reality is: A startup is not like any other established business. Real growth in a startup [&hellip;]<\/p>\n","protected":false},"author":6,"featured_media":28249,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_eb_attr":"","is_display_hero_banner_button1":"","is_display_hero_banner_button2":"","hero_banner_button1_text":"","hero_banner_button2_text":"","hero_banner_button1_url":"","hero_banner_button2_url":"","footnotes":""},"categories":[991],"tags":[193,34],"class_list":["post-5978","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales-engagement-hub","tag-sales-people","tag-sales-tricks"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v25.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>8 Essential Qualities to Consider When Hiring Salespeople<\/title>\n<meta name=\"description\" content=\"Hiring salespeople for your business is a difficult job. 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