The complexity of recruiting Salespeople: Why expertise is essential

As a Manager, you might think, "I know how to recruit salespeople, I have experience and it's part of my job."

And you're right; it's possible.

But after recruiting, training and evaluating more than 3,000 sales professionals, I've realised that it's not something that can be done quickly or superficially.

It requires depth, time, and experience.

Here are 5 key reasons why partnering with experts can make a difference:

1) Salespeople are (too) used to selling themselves

Salespeople are naturally skilled at presenting themselves in the best possible light. It takes time, patience, and an eye for detail to read between the lines and truly understand their skills beyond their polished sales pitch. A thorough selection process helps uncover what lies beneath the surface.

2) Soft skills matter more than ever

Empathy, assertiveness, and the ability to close deals (what we call the "gun factor") are critical interpersonal skills for any salesperson. Assessing these qualities requires time and specific tools. It’s not enough to focus solely on past numbers or achievements—it’s about understanding how they connect, persuade, and engage with others.

3) Sales is not one-size-fits-all

Direct sales, indirect sales, product sales, service sales, different types of clients—each aspect requires a specific approach. The diversity of sales roles means recruiting the right profile demands expertise and a deep understanding of which type of salesperson will thrive in your unique environment.

4) A Salesperson is your brand ambassador

This one is even more important as salespeople are the face of your company to the outside world. Beyond skills, they need to align with your company culture and demonstrate the right attitude. Their role isn’t just about making sales, they represent your values and build lasting relationships.

5) Seeing beyond the “perfect candidate”

Sometimes, the ideal candidate doesn’t exist in the form you imagined. An experienced partner can help you broaden your perspective and see potential where you might not have expected it. It’s about understanding which skills are essential and being open to different backgrounds that could bring those strengths to your team.

Recruiting salespeople is complex.

It’s not just about hiring someone who can hit targets. It’s about finding the right fit for your company’s specific needs, culture, and growth.

For 30 years, I’ve been driven by a passion for navigating these sales recruitment complexities. I’ve seen how investing the time to do things with care, professionalism and quality makes all the difference.

I hope this inspires you to make thoughtful choices when recruiting your next sales person. Always happy to have a conversation!

I wish you a great end of the day.

Kind regards,

Marc