5 Steps to Hiring Sales Talent: What to Look for and How to Plan for a Winning Team
By Kassi Ellison, VP of Growth Solutions, CHAP & Valerie Yaw, Certified Partner, The Predictive Index & Principal, SHIFT
Hiring the right sales team isn’t just about filling a position but driving sustainable growth. The right salespeople can increase referrals, strengthen relationships, and ultimately grow admissions. However, too many agencies hire without a clear plan, leading to turnover, underperformance, and stagnant growth.
Does this sound familiar?
“We need more salespeople, but I don’t know how many or for what region.”
“We keep hiring people who don’t work out.”
“We know we need to grow, but we’re unsure if we have the right strategy to do it.”
If so, you’re not alone. The good news? There’s a better way to hire.
Why Agencies Struggle with Hiring Sales Talent
Most agencies face the same avoidable hiring challenges:
- No hiring strategy. Sales positions are often filled reactively instead of with a clear growth plan.
- Unclear expectations. Agencies know they need more referrals but don’t define what kind of sales talent they need to achieve this goal.
- Hiring managers without sales experience. Many decision-makers don’t have a sales background, making it hard to assess what makes a great hire.
- Rushed hiring processes. The best candidates aren’t always the first ones available. If you hire too quickly, you risk bringing in a poor fit who will struggle to succeed.
- Generic job postings. A vague job description won’t attract the top-tier talent you want.
Many agencies make the mistake of hiring based on availability rather than strategy. That’s why starting with a clear, data-driven plan is critical.
Step 1: Define What You Need
Before posting a job listing, make your growth strategy clear. Ask yourself:
- Where do we need more referrals? Are we missing out on hospital conversions? Do we need stronger physician relationships?
- What kind of salesperson fits our most significant opportunity? Someone who specializes in cold calls? A relationship builder? A data-driven strategist?
- Are we creating a role that leads to success? If a new hire walks in on Day 1, do they have a well-defined market, strategy, and goals to follow?
A typical mistake agencies make is hiring a salesperson, handing them a broad territory, and hoping for the best. Instead, define the role based on the specific growth areas where you need more referrals.
Step 2: Use Data to Hire Smarter, Not Harder
Hiring based on résumés and gut feelings isn’t enough. To make smarter hiring decisions, agencies need behavioral and cognitive data that predict success before making an offer.
This is where The Predictive Index (PI)® comes in.
PI helps agencies:
- Match candidates to the role based on behavioral traits. Are they a natural hunter or a relationship builder?
- Measure cognitive ability. How quickly can they learn and adapt?
- Assess cultural fit. Will they thrive in your organization’s environment?
Many of the best sales hires don’t always have the perfect résumé—but they have the right natural strengths. Assessments like The PI Behavioral Assessment™ help agencies identify hidden potential and avoid costly hiring mistakes.
Step 3: Create a Hiring Process That Attracts Top Talent
The best candidates aren’t just looking for a job—they’re looking for an opportunity where they can succeed.
- Upgrade your job postings. Generic job descriptions don’t stand out. Show why your agency is different.
- Sell your agency in the interview. The best sales candidates are evaluating you, too. Make sure they see why they should work for you.
- Make the hiring process smooth. If it takes too long, top candidates will take offers elsewhere.
Most importantly, don’t skip the second interview.
A strong salesperson can sell themselves in one interview. But by the second conversation, you’ll see their true personality, approach, and long-term potential.
Feeling Overwhelmed? At this point, you might be thinking:
- How do I know if my hiring strategy is strong enough?
- Are we using the right tools to assess candidates?
- Do we have an onboarding plan that sets our sales hires up for success?
That’s where CHAP Growth Solutions comes in.
We work with agencies like yours to build a structured, strategic hiring plan that ensures long-term success. Our expertise helps you:
- Assess your current market to determine the correct number and type of sales hires.
- Create a customized hiring strategy that aligns with your growth goals.
- Train your hiring managers to assess sales candidates more effectively.
- Develop a high-impact onboarding process that helps new hires succeed quickly.
Building a high-performing sales team doesn’t have to be a guessing game. CHAP Growth Solutions makes it a proven process.
Step 4: Set Sales Hires Up for Success
Hiring the right person is only half the battle—onboarding and training determine whether they thrive or struggle.
Ask yourself:
- Does our new hire orientation teach them how to sell OUR agency’s services?
- Do they understand referral sources, quality metrics, and market differentiators?
- Are we giving them the proper accounts and tools—or just handing down old territory lists?
Many agencies don’t have a structured onboarding plan for sales hires. Instead, they assume a few ride-alongs and a CRM login will be enough.
This leads to slow ramp-up times, underperformance, and unnecessary turnover.
Step 5: Build a Sales Culture That Keeps Top Performers
Once you’ve built the right team, keeping them engaged is key. High-performing sales professionals want to feel supported, motivated, and empowered to succeed.
The four most significant drivers of retention:
- Job Fit – Are they in a role where they can naturally excel?
- Manager Effectiveness – Does leadership know how to coach and motivate different personalities?
- Team Dynamics – Is there a culture of collaboration and support?
- Growth Opportunities – Do employees see a future with the company?
When employees love their jobs, they become your best recruiters. A strong culture doesn’t just retain top performers—it attracts them.
Ready to Build a Sales Team That Delivers Results?
Hiring the right sales talent isn’t just about filling roles but driving real, measurable growth.
CHAP Growth Solutions helps agencies like yours hire more competent, train better, and build teams that fuel success.