How to Build a Successful Sales Team

Recruiting a sales team isn’t just about filling roles. It’s about finding people who deliver results, fit your culture, and stay motivated.

Look Beyond the CV

A good salesperson needs more than past job titles. Consider:

• Communication and relationship skills

• Understanding customer needs

• Motivation and career goals

• Resilience and a positive attitude

  
  

Research shows 60% of sales HR managers now value soft skills like communication and resilience over technical skills.

Track Record and Stability

Check a candidate’s history of meeting targets and building client relationships. Candidates who stay in roles for a reasonable time show commitment and reliability. Almost half of sales hires fail to meet expectations, and over a quarter leave within 18 months, so assessing stability is key.

Preparation and Recruitment Network

Top candidates prepare for interviews, research the company, and explain their achievements. Recruiters with established networks can introduce businesses to candidates who may not be actively looking but are a good fit.

One candidate shared their experience with SM Recruitment:

“Sarah took the time to understand my background, strengths, and career goals, and matched me with a role that suited me. The interview coaching and preparation she provided made a real difference, and thanks to her support I secured a role I’m really excited about.”

Candidate Priorities

Many sales candidates now value flexible working, work-life balance, and clear career paths. 77% prefer hybrid work, and 66% want opportunities to progress. Understanding their goals helps ensure a lasting fit.

Conclusion

Recruiting the right salesperson is about skills, mindset, and commitment, not just experience. A recruiter can help you find candidates who perform, stay, and grow with your business.