Sales is one of those professions where skills alone are not enough.
It requires intuition, energy, the ability to connect with people — and most importantly, motivation.

That’s why one of the most frequently asked questions is:
How do you hire a strong sales professional?

Here are 5 practical tips that will help you build a sales team not just on paper, but also aligned on values:

1. Be where your candidates are – online presence matters
Facebook groups, topic-specific forums, and professional platforms often reveal people’s engagement and initiative.
Observe those who share opinions, comment, interact — these are signs of motivation.
However, keep in mind: such people are often already employed.
That doesn’t mean you shouldn’t reach out — just that it requires more subtlety.

2. Grow your team – internships based on real processes
At ISI, we successfully implement internship programs that allow 3rd–4th year university students to engage in real work processes.

An intern paired with an experienced sales manager quickly develops practical skills and learns communication, how to handle objections, and how to manage sales processes.

3. The mystery approach
A creative and often effective method:
Reach out to a potential candidate posing as an interested customer.
Assess how they present the product, how they listen, and how they handle typical questions.
It’s one of the best ways to see whether their style matches your company’s tone and approach.

4. Always be in “search mode” – sales talent can appear where you least expect
Hiring for sales is not a one-time campaign. It should be a long-term, ongoing process.
Often, the best professionals don’t have polished résumés, but they do have strong instincts, natural communication skills, and a desire to learn.

Be open to spontaneous conversations, recommendations, or even unexpected outreach from someone unknown — your next great hire might be right there.

5. Don’t hold interviews in a standard office setting
It’s better to conduct sales interviews in an informal environment —
in a pleasant space, a café, or even online, but in a relaxed, personal format.

People open up most when they feel comfortable.
That’s exactly when you discover their real motivation, values, and approach to building relationships with others.