Building a top-performing sales team starts with recruitment. Every top sales professional you can add to your team boosts performance and helps your organization meet and/or exceed your sales goals. Research shows that only 55% of salespeople meet quota and only 37% do it consistently. So finding the true sales performer amongst a sea of candidates is a key difference-maker. 

In order to do that, you first need to know what to look for. Based on my years as a sales recruiter interviewing over a thousand sales candidates every year, I’ve found what works is to have a checklist of signs to look for when comparing and interviewing potential hires. So, based on our 20 years of recruiting high-performance sales teams across North America, we’ve created the following list of the top signs you’ve found a top sales candidate.

Below, we’ll cover:

• How to identify top sales talent
• What a successful salesperson looks like
• A checklist of 8 signs you’ve found a top sales candidate

How do you identify top sales talent?

A top sales candidate can mean different things. Not every company has the same vision for what they deem to be an ideal sales professional. So, the first thing you need to do as a hiring manager is create a list of the most important skills, traits, characteristics, and experiences you want from a candidate. You can then use this list to compare candidates and identify top sales talent to best meet your company’s needs. 

What does a successful salesperson look like?

There are some common traits that all successful salespeople share. They are always prepared, highly motivated, have the gift of the gab, and most importantly, they find a way to consistently hit their sales targets. A predictor of future success is past results. If you are looking for a sure-fire great hire, focus on experience and a track record of success in all precious roles. 

A checklist of 8 signs you’ve found a top sales candidate

Finding top sales candidates is never easy. They are in high demand and many sales professionals are excellent at selling themselves. So, it can be a challenge to separate the top performers from the pool of candidates. To help, use the following checklist to compare candidates during the recruitment process:

1. Proven Track Record of Success

This is perhaps the biggest indicator of future success. Look for candidates who can provide specific, quantifiable achievements (e.g., exceeding quotas, growing revenue by X%, or landing significant deals). Look for awards, recognitions, or consistently high rankings among peers to validate their performance.

Top candidates have a competitive spirit. They thrive on competition but balance it with teamwork, showing a drive to outperform while supporting colleagues.

2. Excellent Communication Skills

Look for candidates who are more than just good communicators. You want excellent communicators. This means people who communicate clearly, persuasively, and actively listen during the interview. They tailor responses and ask insightful questions—just like they would with clients.

3. Results-Driven

Top sales professionals get things done. They demonstrate a clear focus on targets and outcomes, with examples of how they meet or exceed goals. Their enthusiasm for setting and achieving ambitious benchmarks stands out. Top candidates also have references to back this up. Previous employers, managers, or clients provide glowing endorsements with specifics on performance and impact.

Their drive starts from within.  Look for candidates who describe internal motivations (e.g., hitting milestones, achieving financial goals, or personal growth) and take initiative without constant oversight. They carry themselves with poise, and believe in their ability to deliver results, but remain humble and collaborative.

4. Resilience and Grit

You need to be resilient and not take things personally. In sales, you’ll be told no a lot more than yes. Top candidates can discuss overcoming setbacks, rejection, or tough sales cycles with perseverance. They view failures as learning opportunities and remain motivated. They don’t get discouraged. They look for alternative solutions. 

In this sense, they are a natural problem solver. They show how they approach challenges creatively, adapt strategies, and find solutions to tough client objections.

5. Strong Sales Process Knowledge

The best performers have an innate understanding of how sales work at a micro and macro level. They understand every stage of the sales funnel and explain their approach to prospecting, qualifying, closing, and follow-ups. They are fluent in modern sales methodologies and pay attention to industry trends and developments. 

6. Customer-Centric Mindset

When you put the customer first, you put yourself in a better position to meet their needs and achieve your goals. Top sales performers focus on building long-term relationships and solving customer pain points instead of simply pushing products. They showcase how they earn trust and retain clients over time.

7. Lifelong Learners

Coachability and an eagerness to learn are highly desirable. The best salespeople are open to feedback, adaptable, and invest in improving their skills through training, mentorship, or self-development.

Beyond this, they demonstrate a desire to learn about your company, products, and industry, asking intelligent and relevant questions. They show resourcefulness in researching prospects and identifying opportunities.

8. Technologically Savvy

Tech plays a big role in the modern sales process. It will only become more embedded in sales processes in the future. Top performers are comfortable with CRM tools, sales software, and digital communication platforms essential to modern sales roles. And, they are always looking to improve their tech skills and knowledge to gain a competitive advantage. 

A final word on finding top sales candidates

Building a top-performing sales team starts with the strategic recruitment of exceptional sales talent. Identifying top candidates requires a clear understanding of the traits, skills, and experiences that align with your company’s goals. Using a structured checklist to evaluate candidates ensures you can spot these high-performing individuals during the hiring process. By prioritizing the recruitment of top-tier sales talent, you set the foundation for a team that consistently exceeds expectations and contributes to the sustained growth and success of your organization.

More Insights From Our Sales Recruiters

What’s The Best Strategy To Use To Recruit Salespeople? 7 Tips From Sales Recruitment Leaders

10 Tips To Recruit Sales Reps On Linkedin & 3 Potential Drawbacks

Beyond The Numbers: 6 Ways To Identify Top Sales Talent Inside And Outside