2 years ago
May 24, 2022

How to Build a Sales Team: 4 Key Roles You Should Be Hiring For

Building a strong sales team is a key success factor. It doesn’t matter how good of a product or service you offer if you don’t have a good sales team….

Claire McConnachie Recruiter
Claire McConnachie

Building a strong sales team is a key success factor. It doesn’t matter how good of a product or service you offer if you don’t have a good sales team. Sales teams can take on many different looks. They can be small or extensive. They can be general or specialized. The team’s makeup really depends on what you need them to do and how they fit within your organizational structure. Even the roles within a sales team can vary based on how you want the team to function.

If you are planning to build a sales team, here are the key roles you need to include:


1. Sales Manager

The sales manager oversees your team. They are responsible for helping to drive sales, setting sales goals and forecasting, offering support to reps, providing training on the sales process and assisting in closing deals when necessary. They also play an important role in hiring and training other team members. The sales manager is commonly the first hire. They will have a personality that is reflective of the company culture and team you want to create.

2. Sales Account Executives (SAE)

Account executives play an essential role in managing your current customer accounts. They are often the first point of contact to assist customers with a variety of needs. Their main function is to ensure customers are satisfied. They need strong problem-solving abilities, excellent communication skills, and have the ability to connect with clients in person, online, at conventions, and in all other situations.

3. Sales Representatives (SR)

Sales representatives, also referred to as sales development reps (SDR), are typically responsible for identifying and qualifying leads to add to the sales funnel. This role researches and connects with prospects to find creative ways to uncover new business opportunities.

4. Customer Service Representatives (CSR)

This role requires someone to respond to incoming calls, emails, and requests from customers. CSRs will answer questions, resolve complaints, schedule appointments, assist with order processing, and offer sales support.

These are considered to be the core roles to create a sales team. Start here and build out your team based on your business requirements.

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Claire McConnachie Recruiter

Claire McConnachie

Claire has 4+ years of experience in sales and recruitment. As a Director of Client Services, her main objective is to connect great people to great companies by building strong relationships with both top clients and candidates in the sales industry. She specializes in sales roles of all seniority levels for both enterprise and start-up clients North American wide. When Claire isn't networking with top talent, she enjoys being outdoors, traveling and spending time with friends & family.