By Tonya Turner 

IT sales is the ultimate “left-brain, right brain” career. On one hand, it requires outstanding interpersonal and communication skills, with the ability to quickly instill trust, respect, and credibility with prospects. On the other hand, the technology sector is complex and ever-changing, and demands a strong attention to detail and a studied approach to staying current with the latest developments. Finding individuals who embody both of those seemingly contradictory personality profiles can be a challenge.

Here at TSRM Group, we’ve honed our craft of finding top-tier sales talent, from entry-level reps right out of college, to more senior team members who are required to bring leadership and team-building skills to the table as well.

Here are the top five traits we look for when recruiting IT sales reps:

1. Tech Savvy? Check!

Picture this: you’re on the hunt for someone who not only wields the power of persuasion but also speaks the language of tech fluently. Look for candidates whose eyes light up at the mention of the latest trends and innovations. Technology can be not only an interest, but a passion. Provide the opportunity for the individual to talk about the foundational role technology plays in business (and the world in general), and test their knowledge of emerging IT challenges and opportunities.

2. Communication Wizards

In the realm of IT, where acronyms reign supreme and jargon is king, effective communication is paramount. Seek out candidates who demonstrate a knack for outlining a technology solution in layman’s terms, without sounding condensing. A practical step? Conduct a role-play scenario where the candidate must explain a technical solution to a non-technical audience. Their ability to convey complex ideas clearly can be a game-changer.

3. Natural Problem-Solvers

Every sales journey has its share of twists and turns, and in IT, there are a large number of converging factors when it comes to implementing a new technology solution. Present your candidates with a challenging scenario and observe how they tackle them. Ask them to describe a time when they faced a difficult sales obstacle and how they overcame it. Their approach to problem-solving can reveal valuable insights into their adaptability and resourcefulness.

4. Soft Skills Sleuthing

Ah, the elusive soft skills – the secret ingredient that separates the good from the great. Delve into the realm of personality traits, cultural fit, and ambition using tools like the Sales Talent Assessment. A practical step? Incorporate behavioral interview questions that delve into their past experiences and assess how they align with your company culture. Their responses can provide valuable clues about their suitability for the role.

5. Cultural Fit and Ambition

Last but certainly not least, seek out candidates who not only blend seamlessly with your company culture but also possess the drive to reach new heights. Surround yourself with go-getters who aren’t afraid to dream big and chase their goals relentlessly. Engage in casual conversation during the interview to gauge their passion for the industry and their long-term career aspirations. Their enthusiasm and ambition can be the fuel that propels your team to success.

There you have it – five actionable tips to help you unearth the next generation of IT sales trailblazers. So, roll up your sleeves, dive into the hiring process, and prepare to witness greatness unfold. With the right approach and these insider tips from TSRI Group, you’ll be well on your way to assembling a sales team that’s destined for greatness!