Sales Hiring Guide: What to Pay, What to Expect, What to Avoid

Ensure your salesperson generates 5-10 times their salary; otherwise, they are costing your business money, factoring in taxes and benefits.

Do not hire a salesperson out of desperation. Take time to find someone who aligns with your company's core values and has the right attitude, not just a warm body.

Before hiring, develop a clear sales playbook and established standard operating procedures (SOPs). A salesperson's role is to grow an existing system, not to build one from scratch.

Implement a multi-stage interview process, including a meal interview, to observe true personality and behavior. This helps assess cultural fit and how they interact in a natural setting.

Utilize CRM tools like Jobber to track salesperson performance through KPIs such as quotes, conversion rates, and individual sales. This data helps identify thriving or struggling employees and ensures accountability.

Structure compensation with a small base salary and uncapped commission to motivate without causing financial stress. Ensure the commission structure is simple, transparent, and fair to maintain trust and motivation.

Thoroughly onboard new salespeople with administrative training, sales training videos, and ride-alongs with experienced staff. Set clear expectations for daily activities (calls, texts, estimates) and provide old leads for practice.