Right Sales Person
A practical guide for hiring managers and founders
Published by: Craig Emslie
Look Beyond the Resume
1 Prioritize Resilience & Grit
Sales is full of rejection. Look for candidates who can describe a time they bounced back from a tough loss, missed target, or difficult client — and what they learned from it.
2 Assess Real Communication Skills
Great sales people listen as much as they talk. During the interview, notice whether they ask sharp questions, adapt their pitch to your business, and explain complex ideas simply.
Verify Track Record & Fit
Check the Track Record, Not Just the Titles
Ask for specific numbers: quota attainment, deal size, and sales cycle length. A strong candidate can speak precisely about their results, not just their job titles.
Test for Coachability
The best hires keep improving. Give live feedback on a mock pitch during the interview and see how quickly and gracefully they adjust — this predicts long-term growth.
Match Values & Curiosity
5 Evaluate Cultural & Values Fit
Skills can be taught, but values are harder to change. Make sure the candidate's work style and ethics align with your team so they represent your brand the right way.
6 Look for Curiosity & Problem-Solving
Top performers ask 'why' before they pitch. Seek candidates who dig into a prospect's real problems instead of reciting a script, and who enjoy learning new products fast.
Hire With Confidence
The right sales person combines resilience, communication, proven results, coachability, cultural fit, and curiosity. Use these six tips to guide every interview.
Published by: Craig Emslie
https://www.crunchbase.com/person/craig-emslie-3bc6