How to Spot Salespeople With True Potential (Not Just a Flashy CV)

Hiring salespeople can feel like a gamble. Sure, the CV might shine with impressive job titles and big numbers, but how do you know if they’re truly the right fit for your business?

Here’s the truth: The best sales hires aren’t always the ones with the most experience. They’re the ones with the potential to grow, adapt, and consistently deliver results.

If you’ve ever hired someone who looked great on paper but didn’t live up to expectations, you’re not alone. The key to avoiding this? Mastering the art of identifying high-potential salespeople.

Why Experience Alone Doesn’t Guarantee Success

It’s tempting to focus on years of experience or a history of big deals when you’re hiring sales talent. But relying solely on these factors can backfire. Here’s why:

• Past Success ≠ Future Success: Just because someone performed well in a previous role doesn’t mean they’ll automatically thrive in your specific environment. Every company has its unique culture, processes, and customer base.
• Relying on Flashy Metrics: Huge sales numbers look impressive, but were they achieved in a team environment? Or perhaps with major support from marketing? Without context, these figures can be misleading.

Instead of focusing solely on the past, it’s important to look for indicators of future performance – the traits and skills that drive long-term success in sales.

The Essential Traits of High-Potential Salespeople

So, how do you separate the true stars from the ones who are just good at fluffing up their CVs? Focus on these key traits:

• Coachability: High-potential salespeople are eager to learn and improve. They can take constructive feedback and use it to sharpen their skills.
• Resilience: Sales comes with its fair share of rejection. The best candidates bounce back quickly and stay motivated.
• Strong Communication Skills: Beyond being persuasive, they know how to listen, build rapport, and understand customer needs on a deeper level.
• Problem-Solving Ability: Sales isn’t just about pitching – it’s about identifying challenges and offering tailored solutions that create value for your customers.
• Growth Mindset: High-potential candidates don’t just want a job; they want a career. They’re always looking to grow their skills and take on new challenges.

These qualities often matter more than experience because they indicate how well someone can adapt to your organisation and succeed in the long term.

The Challenges of Identifying High-Potential Salespeople

While these traits sound straightforward, spotting them during the recruitment process is anything but. Why?

• Interviews Can Be Deceptive: Some candidates are excellent at selling themselves during interviews but fail to deliver in the role.
• Soft Skills Are Hard to Measure: Traits like coachability and resilience don’t show up on a CV or LinkedIn profile.
• Time Constraints: Recruiting takes time, and busy managers often don’t have the bandwidth to dig deep into each candidate’s potential.

Without a refined recruitment process, it’s all too easy to make a hire that doesn’t work out. And in sales, a bad hire can cost more than just time – it can cost revenue, morale, and even customer relationships.

What a Better Recruitment Process Looks Like

Imagine a hiring process that goes beyond ticking boxes on a CV. One that uncovers the true potential of candidates and ensures they’re ready to thrive in your organisation. Here’s what it entails:

• Behavioural Assessments: These dig into how candidates handle real-world scenarios, giving you insight into their problem-solving, resilience, and adaptability.
• In-Depth Screening: A thorough recruitment process includes structured interviews designed to uncover soft skills and cultural fit.
• Market Knowledge: Understanding the sales landscape ensures you’re attracting candidates who are competitive and relevant in today’s market.

It’s about looking deeper and making more informed decisions. And if you don’t have the time or expertise to do this yourself, there’s a simple solution: work with experts who specialise in sales recruitment.

Why Coburg Banks Excels at Sales Recruitment

For over two decades, Coburg Banks has been helping businesses like yours find sales professionals who don’t just meet expectations – they exceed them.

Their Sales Recruitment division understands that hiring great salespeople isn’t about finding someone with a flashy CV. It’s about finding someone who can drive revenue growth while fitting seamlessly into your team.

What Makes Coburg Banks Different?

• Tailored Recruitment Solutions: They take the time to understand your specific sales strategies, goals, and company culture to ensure they find candidates who truly fit.
• Expert Evaluation: With years of experience, they know how to assess not just skills, but potential. Their process ensures you’re hiring someone who can grow with your business.
• Broad Talent Network: From entry-level sales reps to sales directors, Coburg Banks has access to a wide pool of talent across industries.
• Proven Results: Their track record speaks for itself – they’ve helped countless companies secure high-impact sales professionals who deliver real results.

Whether you’re looking to fill a single position or build an entire sales team, Coburg Banks has the expertise and resources to make it happen efficiently and effectively.

Recruiting for Sales Success

The right salespeople can transform your business, driving growth and building lasting customer relationships. But finding them requires more than just reviewing CVs – it requires a strategic, thoughtful approach.

With Coburg Banks, you’re not just hiring a recruitment agency – you’re partnering with a team that’s dedicated to your success. From uncovering hidden talent to ensuring long-term fit, they make the entire process seamless.

Ready to find your next sales superstar? Learn more about Coburg Banks’ Sales Recruitment division or book a call today.

Let Coburg Banks help you hire salespeople with real potential – and watch your business thrive like never before.