The stakes are high. Here’s how to get sales hiring right — and why partnering with the right headhunter is key.

Hiring in sales is unlike hiring for any other discipline. Sales professionals sit at the frontline of your business — driving revenue, shaping customer relationships, and often defining your growth trajectory. A great hire can accelerate your success. A poor one can cost you months, even years.

That’s why working with a specialist sales headhunter isn’t just helpful — it’s essential.

At Hanson Search, we bring over 20 years of expertise in executive search and sales recruitment, with a dedicated practice focused on sales leadership and strategic commercial roles. Our consultants are based across the UK, Europe, the Middle East, and the US, giving us both a global reach and a local grasp of the talent landscape, many of whom have come from a sales background before entering into headhunting – so we speak the language of sales — quite literally, and commercially — and we know what makes great salespeople stand out.

Sales Headhunting is Not One-Size-Fits-All

One of the biggest mistakes companies make is treating all sales roles the same.

Every business has its own unique sales DNA. The right hire depends on your:

• Industry (FMCG, SaaS, manufacturing, B2B services…)
• Sales cycle (transactional vs strategic)
• Ticket size (enterprise vs volume)
• Go-to-market strategy (inbound, outbound, channel-based)
• Customer base (procurement-led, relationship-led, technical buyers, etc.)

A great sales headhunter knows how to adapt to those dynamics — and more importantly, knows how to assess whether a candidate can too.

The Modern Sales Professional: What to Look For

Today’s top-performing sales professionals bring more than charisma and closing skills. Here’s what sets them apart:

• They can close — consistently.
  Not just talkers, but dealmakers. They know how to lead the buyer, handle objections, and drive momentum. They ask smart questions, listen actively, and know when to push — and when to pause.
• They’re tech-savvy and automation-aware.
  Top candidates are fluent in CRM tools, prospecting platforms, and increasingly, AI-enabled sales technologies. They’re not bogged down in admin — they use tools to free up time to focus on what matters: connecting with prospects and clients.
• They show strong EQ and self-awareness.
  Sales isn’t just about pressure — it’s about people. Emotional intelligence helps them navigate different personalities, manage rejection without taking it personally, and adapt their style. They know when to charm, when to negotiate, and when to walk away.
• They’re driven — and resilient.
  Whether shaped by personal circumstances or natural ambition, top salespeople are wired for performance. They’re used to highs and lows, and they bounce back fast. They thrive under pressure and have an inner need to succeed.
• They’re strategic thinkers.
  They see beyond the month’s quota. Great salespeople align with your growth vision. They understand pipeline health, customer lifetime value, and sales strategy. They can talk numbers — and deliver them.

The Cost of Getting a Sales Hire Wrong

Sales is a tough job to succeed in — and a costly one to get wrong.

A bad hire in sales isn’t just a lost salary. It means lost deals, damaged client relationships, demotivated teams, and missed targets. And if it’s your Chief Commercial Officer (CCO) or Chief Revenue Officer (CRO)? The impact can be business-critical.

That’s why it pays to work with a headhunter who knows how to get it right — from assessing the soft skills to testing commercial instincts.

Why Work with Hanson Search?

At Hanson Search, we’re more than recruiters — we’re strategic partners. Our Head of Sales Recruitment has over a decade of experience placing high-performing sales talent and comes from a sales background himself. That dual perspective means he understands both sides of the table — what hiring managers need, and what truly great candidates look like.

We don’t rely on job boards or generic outreach. We run deep, research-led headhunting campaigns — and we leave no stone unturned.

Our global team supports clients across industries, including:

• High-growth SaaS & tech scale-ups
• Professional & financial services
• Manufacturing & industrials
• Media, comms & creative sectors
• Healthtech, fintech, and AI

We recruit for permanent and interim roles, from Sales Directors and VPs of Sales, to Enterprise Sales Leads, CROs, and Global Key Account Managers. And we draw talent from both local and international markets, recognising that many salespeople are mobile — and open to the right opportunity.

Did You Know?

• Top-performing salespeople can generate 4x more revenue than average performers
• The average cost of a bad sales hire can exceed £100,000 when lost revenue is included
• Over 70% of salespeople say they’d switch jobs for better tools and smarter sales processes

Hiring in Sales? Let’s Talk.

Whether you’re hiring your next Chief Revenue Officer, building a new B2B sales team, or seeking a strategic advisor to lead your commercial function, we’re here to help. Contact Hanson Search today to speak with one of our dedicated sales headhunters.