Five Foolproof Tips for Hiring Your First Salesperson
A Recap from Chris Barnett’s Session at Global Entrepreneurship Week Kansas City
Hiring your first salesperson is tough—Chris knows this from decades of experience growing sales teams at Monster, Handmark, Vlingo, and now through Barnett Strategies. At Global Entrepreneurship Week Kansas City, he boiled it down to five practical tips every founder should know when hiring their first salesperson.
Tip 1: Don’t Rely on Interviews Alone
“Great salespeople look just like bad salespeople,” Chris quipped. Interviews often aren’t enough to spot true talent. Instead, ask for specific proof: “What was your quota? How many customers did you close? Show me your numbers from last year and this year.” Real pros keep a personal scoreboard.
Tip 2: Hire Through Your Network
Chris urged founders to start close: “People you trust may not be sales pros, but they know somebody.” Also, invest time in a solid job description—a step many skip, but it clarifies what you’re looking for. And don’t just pick that articulate engineer or product expert—“You want a professional salesperson, not just a product expert.”
Tip 3: Test Track Record and References Differently
Beyond checking references, Chris says to ask candidates to have someone you know personally vouch for them. “Good salespeople will find a way; bad salespeople won’t.” Use LinkedIn and mutual contacts to verify not just the story but the numbers.
Tip 4: Consider Running an A/B Test
If your budget allows, hire two salespeople simultaneously to compare results. “It’s like two dogs chasing one ball—one will get it.” Even if one doesn’t deliver, you’ll learn what works. Test different approaches like inside sales vs. field reps or senior vs. junior.
Tip 5: Look Beyond Sales Stereotypes
Forget the loud extrovert cliché. Through an extensive research survey during his time at Monster, results found that a background in competitive sports correlates strongly with sales success, likely due to resilience and grit. “Sales is a lot of rejection. You need someone who bounces back and keeps going.”
Bonus Tip: The One Word That Matters
Chris’s favorite final question for candidates: “What’s the one trait that separates very successful salespeople from failures?” The answer he looks for is clear: Perseverance. Someone who “gets knocked down 15 times and just keeps coming back” is the kind of hire that helps grow your company.
The Conclusion?
Following these five tips will help founders avoid costly mistakes and build a sales team that delivers real results. As Chris said, “Take the time, get the proof, and hire right for faster growth.” For help refining your sales hiring, Barnett Strategies is ready to guide you.
Watch the studio recorded version here.
