How to Build a Powerful Sales Team

Adam Johnson, Ytel |  

In any business, having a Sales team plays an integral role in the growth process. Your sales team should consist of team players; the people who are proactive and hungry for challenges. What's the first step in building a strong Sales team? Finding your players! The interview process can be a long and grueling one, for both the employer and potential new hires. We’re here to simplify this process for you.

In any business, having a Sales team plays an integral role in the growth process. Your sales team should consist of team players; the people who are proactive and hungry for challenges. What's the first step in building a strong Sales team? Finding your players! The interview process can be a long and grueling one, for both the employer and potential new hires. We’re here to simplify this process for you.

powerful-sales-team

What to Look For


In Sales, most skills can be taught. However, there are a few qualities that your salespeople need to have that can’t be trained, like patience, self-motivation, and empathy. Salespeople have to be able to relate to people and guide them towards making a decision that they’re comfortable with. Qualities like these are invaluable. Throughout the interview process, make sure to gauge the personality of the potential hire and determine if it’s a good fit within your Sales team and your company's mission and values. 

Questions to Ask

  • What did you love/hate about your last job?
  • What on your resume are you really an expert at? Share a problem you solved.
  • How do you keep up to date on your target market?
  • Which demographic are you most/ least comfortable selling to?
  • Tell me about the product you’ll be selling if you’re hired here.
  • What have you done recently to proactively improve your skills as a sales rep?
  • What motivates you to continue pushing on the hard days?
  • Tell me about a time when you demonstrated entrepreneurial flair?
  • What did you learn from a losing streak, if you’ve experienced one?

Factors to Consider

  • Their online/ social media presence
  • Reasons they’re looking for new opportunities
  • Make sure they can sell your product based on value, not on price

What to Expect 

  • If the sales job is commission based, be prepared to show your company's proven track record, history of sales, and your product or services. 
  • Assign them the 30-60-90 day Sales project. Essentially this task shows you how they will spend their first 3 months on the job. If they don't meet their goals by the 90-day mark, be prepared to make some decisions about their future at your business. 
  • If you hire them, be prepared for their first day. Do your part and set them up for success!

Investing in a Sales team is absolutely essential to the success of your company, regardless of size or industry. While the interview process can be very trying, it’s worth it to put the time in and hire the best possible team for your business. Once you find those valuable salespeople, you can focus your efforts on revenue and growth.

What questions do you ask potential hires during Sales interviews? Leave us a comment!

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About The Author

Adam Johnson, Ytel

Adam is our Director of Sales and he hustles every day to build relationships with our valuable customers to ensure they're getting the experience and technology their businesses need in order to scale and grow.


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