Hiring for sales is tricky—you’re not just looking for someone who can talk, you’re looking for someone who can listen, solve, and close. At Staffanchor Talent Solutions, we’ve screened, placed, and scaled sales teams across industries, and here’s what separates the average reps from the top 10% closers:

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1. Relentless Follow-Up Game

📞 Fortune is in the follow-up.

Top sales talent understands that one call or email isn’t enough. Rockstar reps build a rhythm—5 to 7 touchpoints over days or weeks. They don’t “check in,” they add value in every follow-up.

Ask them how they structure follow-ups or track their pipeline. The details will tell you a lot.

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2. Coachability

🧠 The best reps learn fast—and unlearn faster.

You don’t need someone who knows it all. You need someone who can take feedback, tweak their pitch, and try again. Coachable salespeople grow faster than know-it-alls.

Try asking, “Tell me about a time you changed your approach after feedback. What happened?”

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3. Emotional Intelligence (EQ)

🫶 Sales is a people business.

Top performers know when to push and when to pause. They read body language, tone, and buying signals—even on Zoom. They sell with empathy, not pressure.

You can test this by asking how they’d approach a hesitant client versus a high-intent one.

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4. Pipeline Ownership

📊 They don’t wait for leads—they generate them.

Rockstar reps don’t just work what’s handed to them—they hunt. Whether it’s cold outreach, networking, or using LinkedIn, they’re proactive about keeping their funnel full.

Ask them what their personal outbound process looks like. It should be specific.

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5. Grit and Consistency

🔥 They show up even when deals fall apart.

Rejection is part of sales. The best reps bounce back fast, stay motivated, and hit the phones again the next day. They’ve built habits that don’t rely on mood or luck.

A great behavioral question is: “Tell me about your worst sales month. What did you do next?”

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👀 Final Thought:

If you’re hiring salespeople, don’t just test charm or product knowledge—dig into their habits, mindset, and how they handle adversity.