How to Hire a Sales Rep

Learn how to hire that key sales position.
hire sales rep cover photo
Companies need sales development representatives to grow. It's how they sell.

But, it's a trickier position to fill than it seems at first.

Companies and HR teams can spend a lot of time and money looking for the right candidates and still come up empty.

To make it easier for you to recruit and hire new employees in sales, especially for the SDR role, we at SalesPipe have a solution to help you.

This article will show why you need a salesperson and how to hire a sales development representative.

See for yourself.

Why Do I Need to Hire a Sales Rep?

Having a good sales rep (sales representative or SDR) in your team is one of your company's best and most important investments.

A sales rep does much more than they seem and can become one of the most critical persons in your company later on.

More customers, more revenue

The more products you sell, the higher your turnover and the higher your profits. This general rule is essential to ensure you don't go bankrupt. Good sales reps can actually be very successful revenue machines when they work in a motivated sales team with clear goals and a strategy.

To achieve these goals, an SDR works to attract new customers to the company and its products or services. SDRs have a very important function and can ensure that you are not overtaken by the competition.

One of the main tasks for an SDR is generating leads and building relationships by nurturing warm prospects and finding new potential clients. A sales rep uses channels such as cold calling, cold emailing, social selling on LinkedIn, or video messaging to reach out to prospects or leads. SDRs are responsible for filling up their pipeline through various channels with potential customers and educating them about your products to eliminate their pain points.

As you can see, the SDR role is highly important for a company's success. So make sure to choose your SDRs wisely.

If you need more information about the tasks of SDRs, make sure to read our blog about what is an outbound SDR.

SDRs also offer two additional points of support for your company that are key to its growth and success beyond sales:

Feedback for optimization

Even before the customer success team can pass on customer feedback internally, an SDR has already received a lot of unique feedback about its products from potential customers.

Through conversations with prospects, a good sales rep learns what they do not like about the offered product or service, and therefore what could be improved. This feedback is then passed on internally by the SDR, which means that the product can be adapted to the customer's problems as quickly as possible.

A customer success team has the opportunity to receive valuable feedback much later. This is not to say that such a team is unnecessary, but when it comes to quick and unique feedback, an SDR can be a great help here.

A pool of talents

The second point is that SDRs also learn how to deal with people, money, and products through daily work. SDRs have a good sense of understanding of what people need and how they can help with the right products. They are excellent at communication and building relationships.

As a result, SDRs develop entrepreneurial skills, and after a while, they are people who have the potential to move up into management positions.

You have this talent pool of SDRs that you can use to turn into sales executives, product managers, or any other position you choose. So besides the fact that SDRs help get more customers, they're a fantastic source of talent for your business.

All these points show why SDR can help an entire company, not just the sales team. But how to look for the right qualities when you're hiring?

Qualities of a Good Sales Rep

The qualities of good sales reps are not just two or three. SDRs are all-rounders who have to be experts in several fields. Here are the key qualities to look out for:

Strong communication skills

An SDR is always the first point of contact your company has with a prospect or lead. Whether through inbound or outbound strategies, they are responsible for creating relationships from that very first interaction.

And this is what makes this role so important.

A good sales rep understands what worries their leads and is, first and foremost, there to advise and educate them on how to solve their pain points. Specifically, how your company's product or service helps them solve their pain points. They are there to understand their prospects and guide them through how what you offer will help them.

In the end, people buy where they feel best understood and advised. SDRs are the first point of contact and can make a difference with proper communication.

Trust their products

A good SDR is passionate about the company they work for and its products.

In so doing, they inspire others to also believe and be passionate about those products.

If an SDR is not 100% convinced, this is automatically reflected in the communication, and the counterpart will probably react with rejection.

Being convinced of their offer requires knowledge. That means an SDR must know everything about their company, the products or services, and the industry.

But here is one trap that professional SDRs won't step into: "The Knowledge Penalty."

If an SDR is well informed about the aspects from above, makes good first results, and gains more and more confidence, one problem can occur: through too much confidence, the SDR can over-educate prospects. This usually ends up with overwhelmed prospects after a ten-minute call or long email.

A good sales rep is aware of this problem.

They focus on long-term success when it comes to making appointments, and offer new information about the product or service as necessary as they continue learning more about each prospect.

Amongst several other reasons, this is why every sales rep should have a great understanding of their own products. They can offer new information accordingly as they engage further with prospects.

Outstanding personality traits

There are some particular personality traits that you can look for when hiring a good sales rep:

No fear of rejection

This point differentiates an average SDR from a great one.

Rejection is part of this job, and a good sales rep knows how to deal with it.

Sometimes there are days, weeks, or even months in which SDRs mainly get rejection.

A top SDR is up to this task and can break through it in the long run. Rejection makes a good SDR even stronger because they know that their strategy is not yet optimal and needs improvement.

Consistency

To become capable of rejection, consistency is needed in all areas:

  • Consistency to evolve
  • Consistency to stay with a customer and follow-up
  • Consistency to believe in yourself and your strategy
There are other areas where consistency is needed. But the most important thing is to know that consistency always brings you one step closer to the next "yes" and guarantees success in the long run.

This is the belief that a good SDR has internalized and acted upon.

Self-motivation

In difficult times, being consistent and confident with your strategy is important. Easier said than done.

But this attitude is a prerequisite for success in the job for good SDRs. When there is a lot of rejection, it is important to be able to motivate oneself so as not to fail due to self-doubt.

This is particularly important for SDRs.

If things don't go so well, a good sales rep knows how to motivate himself with music, videos, or thinking of successes in the past.

Good SDRs are able to climb out of a hole quickly and keep going.

Eager to learn

A sales rep with the right mindset about lifelong learning is incredibly valuable. The industry is constantly changing, and SDRs must adapt to these new circumstances.

In addition, good SDRs can be constantly and consistently coached during their career.

Do you want to learn more about the skills that good sales reps should have?
good sales rep infographic

How to Hire a Sales Representative

One of the biggest challenges is finding the right SDR with suitable requirements. It is a job that people change often, and that can break people down.

If you have decided to hire one or more SDRs, however, consider the path through which you will achieve this. Here are the usual methods:

External recruiters: It is not uncommon for many companies to rely on external recruiters to search for qualified personnel.

Internal HR: If possible, companies also make an effort to search for SDRs through internal HR teams. That such an approach requires resources is probably self-explanatory. Both options come with inherent problems.

The Problem

As a rule, external recruiters and internal HR teams offer jobs on platforms such as Indeed or LinkedIn for which everyone can apply. Using a proactive approach to find new SDRs and convince them to attend the first interview is a popular method.

It can lead to success but requires a lot of time and money.

Let's take a closer look at what makes the hiring process time-consuming:

Everything starts with a first job offer published on LinkedIn or a different job portal. After one or two weeks, or when the number of applicants is fulfilled, the job posting is closed.

Now the candidates will be analyzed by their application and will be selected to continue or not. Sometimes a preliminary test for those who will continue is an intermediate step until the actual interview session starts.

Conducting interviews with several rounds is one of the most time-consuming parts of the hiring process. At the end of a long interview session, the job will be offered to one or more selected candidates.

The hiring process is time-consuming but essential to get new employees to support your company.

Can this process be simplified by getting the same or even better SDRs?

We say yes!

Let us introduce you to SalesPipe Marketplace!

What Is SalesPipe Marketplace?

The answer to all your sales hiring needs is SalesPipe Marketplace.

With this tool, you can look for the right SDRs matching the requirements of your company and job role on one single platform.

Based on a subscription model, you have unlimited access to the Marketplace, and you can choose between as many SDRs as you want.

You can select according to your needs and start immediately hiring sales reps. You have your own dashboard that is regularly updated with new potential hires as you indicate your needs.

With the platform, you have access to expertise from many countries, making it easier to expand to other markets internationally.

What makes this approach more efficient?

Through our platform, you have already saved several steps from a normal hiring process.

You don't have to publish a job ad, nor do you have to try to keep track of and select between many applicants. The average interview process is about twenty-three days in the US - and that is without the job posting work!

The SDRs on our platform have already passed the first interview step and have been evaluated and vetted by SalesPipe. Those SDRs who are visible on the platform are automatically ready to hire.

Additionally, we can give you a recommendation on which SDR(s) fit you and your company best.

Through SalesPipe Marketplace, your recruitment team can focus on other positions such as development or management in your company, and waste less time finding the right SDRs.

Once you have found a suitable SDR for you, you can contact them through our platform and find out quickly whether they are the right fit.

Hiring from this point on is then simply up to you.
how to hire sales representative infographic

Conclusion

Finding the right employees has always been a difficult challenge. Especially when you consider the time involved.

To facilitate your access to qualified and valuable SDRs, SalesPipe Marketplace can play a crucial role.

Immediately available SDRs that fit your exact requirements will be at your fingertips. The remaining work of the hiring process becomes comparatively small.

Curious?

Fill out this form, and we will contact you as soon as possible.
Post by Mattes Wöstemeier.
Get started

If you are a company looking for sales growth or a sales rep looking for opportunity, let's chat.