7 years ago
February 21, 2017

5 Characteristics That Help Salespeople Develop into Top Earners

Some specific characteristics make salespeople thrive and help them become top earners. Take a look at our five characteristics.

Rhys Metler


Hiring salespeople who will be successful earners is a vital task for businesses in every industry. However, there are different things to look for when you are trying to hire a sales rep, as opposed to when you’re recruiting for other positions. While a resume, formal training, and experience are always valuable, there are some specific characteristics that make salespeople thrive. Whether you use a recruitment agency or hire on your own, looking for these traits is always a good idea.


Top sellers have to be confident in both their own skills and the products or services they are selling. So while that might not be a necessity for accountants, administrative assistants, or other professional positions, it is vital for salespeople. It is one of the first things you or your recruitment agency should look for during the hiring process.

Social Skills

A warm smile and a solid handshake during an initial introduction can go a long way during a sales call, so those who are super shy or introverted might struggle to make deals. While in depth knowledge of products, the industry, and sales techniques are important, people skills that can’t be learned in the classroom are also crucial.

Problem Solving Skills

Charles Gaudet, on Inc.com, notes that he looks for “someone who understands his role is more like a consultant’s. He seeks to understand prospects’ unique problems to determine the best fit for their needs.” Working to help a company, rather than simply sell a product, is a wise and effective sales technique.

Persistence and Tenacity

Some 80% of all non-routine sales occur after at least five follow-ups, and it is rare for even the best sales pros to make a sale on just a first call. As a result, when hiring a sales rep, you need to make sure that candidates are persistent and willing to pursue the thrill of the sale. 

Transferable Relationships and Knowledge

Of course, a great sales person is not defined solely by a big, bold personality, but also by their ability to be an asset to a company. Those who have clients they have worked with in the past and information about where to look for new sales will prove to provide an immediate ROI.

Whether you spend hours pouring through resumes and conducting interviews on your own or choose to get some help from a recruitment agency, hiring highly talented salespeople is necessary to make sure your business grows. Being on the lookout for certain characteristics is the best way to make the perfect hire every time.

Rhys Metler

Rhys is a tenacious, top performing Senior Sales Recruiter with 15+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and daughters, BBQing on a hot summer day and tropical vacations.