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Lessons from 2,000+ Sales Hires

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Hey there entrepreneurs,

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Welcome to the Better Business Brief, where I share takeaways from:

• running businesses I’m building to sell for millions
• My advisory with other business owners building to sell for millions
• tips and tricks you can use to do the same

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I sat down with my partner Grant the other day to go over what the difference between a successful sales hire and an unsuccessful one is..

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After hiring 2,000+ sales roles, here are the 5 things he said matter most when you’re making your sales hire.

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Keep this tight list handy and you’ll avoid 90% of the pain most people go through when they do it wrong…

So today, in less than 5 minutes, I’ll give you: ​ 🧩 The 5 Lessons 🧠 An Insight for Each 🗺️ A Tip on how to Execute it in Practice

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Here are the 5 clearest lessons he had that actually move the needle when hiring sales people..

1. Pick the right kind of person

Different types of sales roles need different types of people.

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If most calls are quick and short sales cycles, hire someone who is fast and friendly.

If deals take time, hire someone patient who explains well.

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Tip: Take an honest look at whether you or whoever you’re replacing for the role has the right persona for this already or if you need someone with a different style

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2. Set the table before they arrive

Even great people miss if they walk into confusion.

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They need to know what you sell, the price, and how to say “yes” or “no.”

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Tip: Make a one-page sheet: what we sell, our price, when we give a discount, and the 10 questions customers ask most with simple answers.

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3. Pay to fit the work

Harder, slower jobs need steadier and maybe higher pay.

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Easier, faster jobs can use smaller base pay with more pay being tied to each sale.

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Tip: Choose one: (A) Quick sales → lower base + good per-sale bonus, or (B) Slow sales → higher base + small bonuses at steps along the way.

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4. Hire like you sell customers (fast)

Good salespeople have many choices.

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If you move slow, you lose them.
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Tip: Reply with at least a text message within the hour that someone applies for your role at least to let them know you want to talk and to propose a time. Ideally call them right away.

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5. Train with structure and show up daily

A new hire doesn’t fail just because they’re bad..

they fail because no one checks in or gives clear direction.

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Tip: For the first 30 days, meet for 10-15 minutes every morning. Ask: “What did you work on yesterday? What’s today’s goal? What do you need help with?” Write it down and review progress each week.

Hopefully these tips can help you with the next sales hire you make..

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If you find yourself missing what it takes to get that person found and installed correctly in your business, we can help you out.

We hire and onboard salespeople for other businesses in my company Scale for Sale.

Head to our website to see what options we have:

https://www.scaleforsale.com/

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If you like these ideas or found this informative, stick around and subscribe. I do this newsletter every week.

If you did, share it with a friend who may too, as this is the best way for me to grow it and make this better.

They can even sign up here :)
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Happy value-building to you!

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See you next time for Better Business Brief,

-Brody