If you’re hoping to hire someone who’ll not only sell your product or service, but also represent, embody, and ultimately champion your brand, you know that experiences on a resume alone won’t cut it. You need Sales candidates who bring a spark of passion to their role because (let’s face it): they’re the fuel that can drive your company’s growth.
Passionate salespeople leverage negotiation strategies far more effectively than their less motivated peers. Harmonious passion helps in fostering relationships, which in turn enhances sales performance. The logic is simple: when sales reps love what they do and the people and mission they work for, they are more persuasive, more resilient, and ultimately more successful.
But when every candidate claims to have a burning desire to sell, how do you distinguish genuine passion from mere smoke? Here are a few key strategies to help you attract and distinguish the candidates who truly care about what they’ll be selling. We’ve drawn much of our insights here from leading recruiters like Sales Talent Agency, who know exactly what it takes for businesses to cut through the noise of a hiring cycle and find the candidates who truly care.
Observe Behavioral Enthusiasm
As you greet a candidate, pay attention to their energy and eagerness. A candidate with a passionate disposition often exhibits a positive attitude and comes across as someone who actively enjoys engaging with people. Their enthusiasm for the sales role can be infectious, and it often translates into perseverance and resilience — crucial traits in high-pressure sales scenarios. This is just a simple gut check during that all-important first impression. Does the candidate seem excited to be there? Do they seem focused, alert upbeat, and grateful for the opportunity to interview? Anything less is a telltale sign that they might not be right for the role.
Look for Self-Improvement Habits
Genuine passion often manifests as a continual pursuit of self-betterment. Ask candidates about their past self-driven projects, both in the workplace, and in their day-to-day lives. Have they taken any steps on their own to improve their skills and broaden their horizons? Do they read books, enroll in classes, develop a practice or vocation, or attend workshops related to their field? How do they maintain their health and wellness? What are their hobbies outside of work, and are they focused on making themselves, and the world, a better place?
Having self-initiative and diverse interests are strong indicators that they are committed to their craft, no matter what it might be.
Dig into Their ‘Why’
Understanding why someone chose sales can be incredibly telling. Is it the thrill of the chase? The satisfaction of solving a client’s problem? Or is it because they can’t get enough of learning about new products and how they can benefit others? Is there something particular about your service or product (in other words, your solution!) that resonates with them and fires them up?
Their reasoning into the psychology of sales can offer insights into their level of genuine interest and commitment to a long-term position with your organization.
Explore Their Knowledge and Curiosity
Passionate candidates will go beyond superficial knowledge of your product or service. So, showing real curiosity will mean asking insightful questions about how things work, how you’ve cultivated your business model, the origins of your structure and culture, and deeper insights into some of your customer success stories. When a candidate shows deep, legitimate curiosity, they are more likely to keep learning on the job and convey their enthusiasm to customers in an authentic manner.
Evaluate Past Commitments
Besides simply showing passion, curiosity, and an interest in self or community betterment, candidates with a history of long-term involvement in activities — be they professional or personal — are showing a pattern of commitment. Discuss their previous sales roles: did they stay long enough to see the fruits of their labor, or did they hop from job to job? Stability can hint at passion for their work.
Of course, be sure to be careful here. Even if a candidate has numerous short-term jobs, this might not be an indication of flightiness, but a passion to find that perfect home. Periods between work could signal dedicated commitment in other areas of life that are just as fulfilling and meaningful as a 9 to 5 occupation.
Seek Evidence of Relationship-Building Skills
A heartfelt interest in building and maintaining relationships will be key in sales, no matter your industry. Inquiries about past experiences in establishing and nurturing long-term client connections can reveal a candidate’s genuine care and interest in people, rather than merely making a quota. Even when working remotely and with little oversight, you’ll want to hire salespeople who are focused on others and harmonious, collaborative relationships, for your peace of mind and the sake of your bottom line.
Boosting Health and Well-being
If you aren’t convinced yet that passion is of paramount importance in sales, consider this. Harmonious passion in sales candidates cultivates a deep sense of fulfillment and alignment with their professional roles, contributing to enhanced well-being and overall health.
When sales professionals derive intrinsic satisfaction from their work, they experience lower levels of stress, reduced burnout, and heightened psychological well-being. This harmonious relationship with their occupation fosters a positive work environment, bolstering their resilience and emotional stability. As a result, they exhibit higher job satisfaction, increased motivation, and a more profound sense of purpose, leading to improved physical and mental health, ultimately creating a more productive and cohesive sales team.
Wrapping It Up
Passion in sales can’t be understated. Without exaggeration, it’s the invisible energy that drives progress. When interviewing candidates, don’t just take their words at face value. Instead, apply these strategies to peel back the layers and reveal the candidates who have the bona fide passion to not only reach their sales targets but to truly believe in and champion your product or service. After all, the heart of sales lies in genuine conviction and the ability to not just sell a product but to sell an experience and a belief in what that product can do for the consumer.
