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How Building a Sales Team Works

Hiring the Right Sales People

When you begin the process of hiring your sales team, it pays off to first spend some time planning and setting up a budget. Advertising, recruiting, interviewing, and training are all expensive, and you don't want to waste your time and money on the wrong candidates.

Before you interview your first applicant, have in place the compensation structure you plan to use. Depending on how attractive it is, it may be a good enticement for top candidates. Check out to get a feel for sales salaries in your area. Also, see How Employee Compensation and Benefits Work for ideas on setting up your sales compensation package.

Write out the complete job description. For example, put in writing the leg work that must be done prior to making a sales call, how you expect existing customers to be serviced, how you expect records to be maintained, how many calls should be made in a week, etc. Think through the entire sales process and detail how you want it to be done, what tools will be used, and your expectations for their results.

This exercise should include not only what you want sales reps or account managers to do, but how you want them to approach it. Think about the style of selling you want them to use. We talk more about the many ways to sell in How Sales Techniques Work.