March 26, 2025

Episode 21: Hiring a Great Sales Team

20 minutes

In this episode, Richard Ellis and executive recruiter David Wolf discuss the challenges of hiring the right sales talent. The conversation covers the importance of resilience, grit, and a growth mindset in sales. David shares insights on the evolving dynamics of remote work, effective recruiting practices, and the significance of understanding company culture and market trends. Practical tips for new sales leaders to build a successful sales team and the essential role of communication in the hiring process are highlighted. The episode wraps up with David sharing some personal goodness about community and camaraderie fostered through playing pickleball.

Chapters

00:00 Introduction: The Challenge of Hiring Sales Talent

00:40 Meet the Expert: David Wolf's Background

01:50 The Complexity of Hiring in Today's Market

04:42 Key Traits of Successful Salespeople

06:34 Building a Resilient and Knowledgeable Sales Team

10:50 Understanding Company Culture and Market Trends

15:02 The Role of Sales Leaders in Recruitment

18:03 Final Thoughts and Practical Tips

18:57 Personal Reflections and Closing Remarks

Keywords

Sales Hiring, Sales Team, Recruiting, Sales Talent, Sales Leadership, Sales Culture, Sales Process, Sales Success, Hiring Mistakes, Sales Training, Remote Sales, Onboarding, Sales Growth, Talent Acquisition, Resilience, Grit, Growth Mindset, Entrepreneurial Mindset, Customer Success, Communication Skills, Sales Pipeline, Interview Process, Culture Fit, Sales Development, Hiring Strategy, Candidate Selection, Sales Coaching, Sales Enablement, High-Performing Teams, Executive Recruiting, Building a Sales Team

Sound Bites

"Resilience is the number one issue. The best salespeople bounce back quickly and don’t let rejection derail them."

"Great sales teams don’t just happen—they’re built with intention, strong leadership, and the right hiring process."

"If you don’t believe in the product, don’t take the job. Chasing a comp plan alone will never make you successful."

"Sales leaders need to be hands-on in hiring. You can’t just rely on HR’s keyword searches to find the best talent."

"The best sales reps treat their territory like their own business. That entrepreneurial mindset makes all the difference."

"A great salesperson isn’t just a closer—they’re a listener, a strategist, and a problem-solver."

"Job descriptions are living documents. Once you start interviewing, you may realize your ideal hire looks different than what you expected."

"Don’t build a sales team without understanding your culture, your customers, and how you’ll support your reps to succeed."

"Your best hire might not check every box on paper, but they bring something invaluable to the team."

"Sales is a game of momentum. The reps who never stop learning, never stop growing."

...more

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By Richard Ellis