Why Character Outweighs Experience in Sales

Do you look beyond what’s written on a CV? Roy Solomon, Co-Founder and CEO of Salesroom, joined James on a recent episode of Tech Salescraft to share his answer to this question. It’s a trend that could change the industry — but is it an important approach in sales?

James: “What advice would you give to someone looking to make their first sales hire?”

Roy: “What worked for us was hiring someone with immense drive and a strong work ethic. Really someone that is willing to bounce on every wall, willing to talk, and start a conversation. They don’t have to be the smartest guy in the room, or the most experienced. But someone with the right persona and willingness to grow.”

For Roy, looking beyond the CV is crucial. Rather than identifying the individual with the most impressive education, or a wealth of experience, find the person with the right attitude. The vocational demands of sales aren’t necessarily written down in a playbook. They centre around an ability to persuade, to strike a relationship, and to elongate impactful conversations. Such traits belong to someone who is personable, charismatic, and crucially, driven. Roy eases our worries around hiring someone with minimal experience, reflecting on his own experiences. He stresses the importance of identifying drive in an individual; and the benefits this approach has brought to his organisation.

Keen to learn how Roy implements this approach to hiring? Watch the full episode on YouTube, or across all major podcast streaming platforms.