What predicts a great sales hire?

We’ve found that screening for the following traits is a far better predictor of success than relying on CVs or years of experience alone.

• Ownership – takes responsibility for results end-to-end

• Commercial acumen – understands a good deal vs a bad one

• Client-centric mindset – prioritises long-term relationships over quick wins

• Learning agility – ramps and adapts quickly to new products or markets

• Emotional control & resilience – stays calm, accountable and consistent under pressure

• Process-orientated – has a process to create pipeline and follows up consistently

• Values-led behaviour – integrity in how they sell and deliver

• Responsiveness – timely communication, closes loops, creates confidence with clients and internal teams

• Credibility – trusted by delivery, ops and leadership

A simple filter: If a candidate is weak in two or more of these traits, they’re usually a high-risk hire.

Skills can be trained. Systems can be taught. Judgement, ownership, emotional control and credibility are non-negotiable.