13 Common Mistakes to Avoid When Hiring Sales Reps

Many times, companies tend to focus more on selling and running their company than they do hiring extra help. You should understand that when things get too busy, extra employees can be beneficial.

However, there are mistakes that can be made when hiring sales reps.

In one of the previous articles we have talked about hiring top sales reps, today, we will talk about several of the most commonly made mistakes that you can easily avoid:

  1. Hiring without an ATS
  2. Asking the wrong questions
  3. Not planning
  4. Hiring in a pinch
  5. Hiring job-hoppers
  6. Rushing
  7. Making low offers
  8. Not scheduling a phone call
  9. Not giving them time to think
  10. Creating generic ads
  11. Not having an optimized hiring process for sales reps
  12. Onboarding process and experience
  13. Offering jobs to friends and relatives

Without further ado, let’s get started.

Hiring without an ATS

Companies often try to hire employees without using an applicant tracking system. This is a big mistake. An ATS can make things much easier and more streamlined than ever. If you’d like to try an ATS for free, try ours!

Asking the Wrong Questions

During the interview, asking the wrong questions can be detrimental. It’s important to make sure you are asking the right questions so that you’ll be able to get a good idea of what motivates the sales rep. Ask them to describe ways they’ve overcome challenges as well as how they handle negative customers who have objections.

Read more:

150 Questions a hiring manager should ask

Program manager interview questions

18 Best recruiter interview questions

Interview Checklist

Not Planning

Forgoing the planning stages when hiring someone for a position can be a big mistake that continually causes issues throughout the hiring process.

Be sure to take time and effort to plan out the entire hiring process from posting job ads, choosing and interviewing potential candidates, hiring top talent, onboarding and training as well as considering how long it’ll take to get them fully trained and prepared for work.

Hiring in a Pinch

Hiring in a pinch sometimes leads to a failure to check references. This mistake can cost more than the time it takes to check out each potential employee’s references. Those that interview well can sell themselves quickly.

You may assume that they are the best fit and that you won’t have to worry about references. Unfortunately, interviewing well doesn’t always equate to being the best person for the job. Check references always, no matter who is interviewing for a job.

Hiring Job-Hoppers

Hiring job-hoppers might seem like a good idea because they’ve had a great deal of experience in various industries and companies.

However, those who jump from one carrier to another may not have the experience they need to be a sales rep. In addition, job-hopping can be a red flag because in most cases, they had trouble working with companies for long periods of time.


Hiring the first person who shows up to fill the position can be a big mistake. It’s important to take time to consider various applications so that you can choose the right candidates to interview with.

Then, choosing top talent from there will be a great way to ensure that you are hiring the best fit for the position. You’ll want to consider hiring someone who has experience and who will be a good trainer to others and be a leader.

Making Low Offers

If you’re hiring your first employee ever, sometimes making a low offer will be enticing. However, it’s doubtful the candidate will accept this low offer.

They know they’re worth more and, chances are, they know you’re aware of how valuable they are. Instead of making a deliberately low offer, put together a