June 10, 2021

Should You Hire Salespeople Who Aren’t Natural Sellers?

Are the best salespeople born or made? It is a question that has been debated for years. Is one better than the other? Should you only hire experienced reps? Or…

Claire McConnachie

Are the best salespeople born or made? It is a question that has been debated for years. Is one better than the other? Should you only hire experienced reps? Or should you hire someone who isn’t a natural seller – someone who needs to be nurtured?

Some companies may shy away from hiring or developing people who are not natural sellers. But this could be a short-sighted decision.

Instead of going for the type-A salesperson, consider investing in a type-B salesperson for different and sometimes better results. Sometimes the casual, introverted salesperson can be a better fit than the boisterous, extroverted rep. As they say, attitude over aptitude. You can always teach skills and knowledge, but you cannot teach attitude.

Why You Should Hire Salespeople Who Are Not Natural Sellers

Here are some reasons why introverts and people who are not natural salespeople are still important to have on your team:

  • Your sales team needs to be diverse: You need to have a variety of people who can offer different things. If everyone were the same type of person, you could have issues addressing your customers’ needs.
  • There is more than one way to close a sale: You can close sales using many different tactics. You can take a traditional route or take a different approach.
  • You have a diverse customer base: People react to sales pitches in different ways. There are those who don’t mind the high-pressure tactics, whereas others want to work with someone who is less “salesy.”

Why Introverts Can Be Good Sales Professionals

You don’t have to be a natural to be good at something. People do not have to be naturally outgoing and forward to be successful at sales. Many top sales professionals have worked on refining their craft over the years through hard work and dedication. Here are some reasons why introverts can be just as good at sales:

  • They are great listeners: Introverts tend to listen more. As we all know, the more you listen and get to better understand your customers, the more effectively you will be able to address their needs.
  • Introverts are critical thinkers: Introverts are deep thinkers. Critical thinking is an important skill when trying to understand objections from customers and devising solutions.
  • They follow the process: Introverts are less likely to rely on their natural ability. They trust the sales process and put the work in. They will leverage CRM and other tools to help them convert leads into sales.
  • They appeal to your customers: Introverts are less likely to hard sell. They take a softer approach. This is preferred by many people today who are well aware of pressure-filled sales tactics.

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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.