Your new hire may have all the accolades and skills, but if they lack empathy—uh-oh. As Micah Solomon reports in “3 Out Of 3 Customer Service Consultants Agree: This is How To Hire And Do HR” on Forbes. com, it is much easier to hire an empathetic salesperson with limited technical skill and train them than it is to teach a cold salesperson how to warm up.

Wondering how to hire salespeople who are geniuses of empathy? Try the following expert tips.

Don’t confuse douchebaggery with talent

As the Dalai Lama once said, “be kind whenever possible; it’s always possible.” Customers, like most people, respond best to a salesperson who is thoughtful and genuine. Customer service expert and author Micah Solomon notes that a good salesperson is someone who embraces humanity, flaws and all. Solomon suggests using the acronym WETCO to hire salespeople with five key personality traits: Warmth, Empathy, Teamwork, Conscientiousness and Optimism.

Don’t settle for anyone who doesn’t love sales

According to Mike Wicks, president of Blue Beetle Creative Media, a great salesperson is truly passionate about your product and loves to sell. They’re not just in it for the money, or because they’re settling for you. “My mother used to say ‘don’t try to make a silk purse out of a sow’s ear,’” writes Wicks. “This wonderfully bizarre saying pretty much sums up the mistake many business owners make when hiring someone who really isn’t a true sales professional.”

Ask your candidate what he knows about your product and why he want to sell. Your goal is to hire salespeople who are genuinely excited to work for your team. No passion? That’s a big red flag.

Let your potential hire mingle

A teamwork assessment can be a great tool to hire salespeople, according to Kazim Ladimeji, an HR expert and contributor to Ladimeji suggests conducting at least part of the interview in a relaxed team setting with four or five of your employees. A collaborative team player will thrive in this environment. Including employees from different departments in your company’s hierarchy can also be a great way to assess the candidate’s social abilities with diverse groups of people.

Have any super tips for hiring the best salespeople? Let us know in the comments.


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Dan Sincavage

Dan Sincavage

Dan is a Co-Founder of Tenfold and currently serves as the Chief Strategy Officer. Dan oversees the Tenfold sales organization, manages strategic partner relationships and works with key enterprise accounts to ensure their success with the Tenfold platform.

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