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UK-based. Working with sales teams across Europe.
The Sales House

Hiring Great Sellers: Sales Recruitment & Interviewing

Hire sellers who will thrive in your sales motion with role scorecards, structured behavioural interviews, realistic sales exercises and fair, consistent scoring.

The best seller on the team is often the person promoted to lead it. Overnight, success stops being about your own deals and starts depending on how well other people sell. We have made that move ourselves and coached many managers through it. Here, new sales managers learn how to lead the team without taking over every opportunity.

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A sales manager coaching a seller one-to-one
The Sales House
Explore. Practise. Perform.

Duration

1 day · 9:30am–5pm

Group size

6–8 delegates

Format

Online or face to face

Price — Face to face

From £1,999

+ VAT

Price — Online

Available on enquiry

where understanding becomes useful —

Why this course matters

The fastest way to change a sales team's results is to hire well.

What you’ll explore in the Studio

The most expensive mistake is to hire on charm alone. This one-day workshop gives sales managers a practical, fair approach to recruiting BDRs, account executives and account managers.

Delegates build a scorecard for a real open role, design structured behavioural questions that test genuine selling experience, and plan a realistic role-play or presentation exercise. They practise interviewing and scoring in pairs, explore how to reduce bias in the process, and finish by planning onboarding that gets new hires productive faster.

a real challenge. a purposeful response.

The challenges this addresses

  • Sales interviews that reward confident talkers rather than evidence of selling skill
  • No shared picture of what a great hire looks like for each sales role
  • Hiring managers asking different questions, making candidates hard to compare
  • New hires who interviewed well but struggle in the real sales motion

What this can change at work

Sales candidates are, by definition, good at selling themselves. This workshop helps managers look past the pitch to the evidence: defining the profile for each role, structuring interviews around real selling behaviours, running a practical role-play and scoring candidates consistently. The business makes fairer, more confident hiring decisions, shortens the time to productivity and reduces the cost of hires that do not work out.

A clear profile for every role

Each open sales role has an agreed scorecard of skills, behaviours and experience before interviews begin.

Evidence-based interviews

Interviewers use structured, behavioural questions and a realistic sales exercise, then score against the scorecard.

Consistent decisions

Hiring panels compare candidates on the same criteria and discuss evidence rather than impressions.

Explore. Practise. Perform.

Less theory. More application.

What participants will practise

Realistic sales scenarios, role-play and peer feedback around defining a scorecard for each sales role and structured behavioural interview questions. Where helpful, participants work on their own live (or anonymised) opportunities.

What they’ll take away

Take-away materials with the questions, frameworks and techniques covered, plus a short personal action plan for the next customer conversations where the skill matters.

How we help it stick

Reflection and action planning are built into the session. Reinforcement such as manager guides, follow-up labs or coaching depends on the programme you choose and is agreed with you.

How we make learning stick

Inside the workshop

Managers bring a real or upcoming sales vacancy. Through short input, breakouts and live interview practice, they build a role scorecard, a question bank and a sales exercise, then interview a colleague playing a candidate and score the evidence together. The day closes with an onboarding plan for the first thirty days.

Make Hiring Great Sellers: Sales Recruitment & Interviewing relevant to your business

Tell us where you want to make progress with defining a scorecard for each sales role. We can discuss suitable workplace examples, priorities and access needs before agreeing the scope. Choose live online or face-to-face training for your UK or European team, with delivery arrangements agreed before booking.

Discuss a customised version

What the training covers

The scope below sets out the subjects covered. Workplace examples and practice are shaped around your team within the booked format.

  • Defining a scorecard for each sales role
  • Structured behavioural interview questions
  • Designing a realistic sales role-play or exercise
  • Scoring candidates consistently and fairly
  • Reducing bias in sales hiring
  • Onboarding new sellers for a faster ramp

What’s included in your booking

Your booked time and format
1 day · Live online or face to face, agreed before booking · 6–8 delegates.
Included in every course
  • Interactive, facilitator-led learningLive, hands-on sessions built around practice and participation.
  • Group discussionsShared conversations about real situations, so people learn from each other as well as the facilitator.
  • Breakout exercisesSmall-group practice, role-play and problem-solving, online or in the room.
  • Take-away materialsCourse materials, tools and templates to use back at work.
Facilitated learning and practical application
The subject coverage, exercises and facilitator feedback described above, with space to connect the learning to relevant workplace situations. The workshop description sets out the specific plans, prompts or tools developed in this course.

Follow-up coaching, refresher sessions and additional delivery days are not automatic inclusions; any additions are agreed in your proposal. Travel, venue arrangements and any software licences are confirmed separately where relevant. Prices exclude VAT.

Outcomes

The capabilities delegates work towards through the training and practice:

  • Build a scorecard for a real sales role
  • Run a structured, evidence-based interview
  • Use a sales exercise to see real selling skill
  • Leave with an interview pack and onboarding plan

the next conversation is where it counts —

Take it back to work.

Choose a real situation where you want to apply the learning. Use it to turn an outcome into a manageable first step, then reflect on what changes.

Choose

Start with one priority: Build a scorecard for a real sales role.

Apply

Try the approach in a relevant task or conversation. Note what felt useful and what you would adapt.

Review

Reflect on what happened, seek feedback where appropriate and choose your next step. Follow-up support can be discussed separately.

Bring this topic to your next event

We can discuss adapting Hiring Great Sellers: Sales Recruitment & Interviewing into a keynote or large-group session, focusing on the themes most relevant to your audience. Depth, activities, timings and any follow-up depend on the format and package you choose; an event session is not a substitute for the full course.

Explore Speaking & Events

More from New Sales Manager Studio

Set Up to Succeed: The New Sales Manager Launchpad

A two-day face-to-face launchpad for newly promoted sales managers: the habits, conversations and first-ninety-days plan that set new leaders up for success from day one.

2 days · 9:30am–5pm each day6–8 delegates

Course synopsis

Promoting your best seller is a big bet. How you set them up in the first few months decides whether you gain a great manager or lose a great seller. Most new sales managers are promoted for what they did as sellers, then left to work out the new job on their own. Some try to close every deal for the team; others step back so far that standards slip. This two-day workshop gives a small group of six to eight new managers the foundations straight away. Day one is about the shift itself: what changes when success depends on other people, leading former peers, setting clear expectations and building a weekly management rhythm. Day two is about the conversations that make the role: one-to-ones, coaching on real deals, motivating different sellers and raising performance concerns early. Managers work on their own team throughout and leave with a first-ninety-days plan their own leader can support.

Key focus areas

  • Why the first ninety days matter so much
  • From top seller to sales manager: what changes
  • Leading former peers with confidence
  • Setting expectations and a weekly management rhythm
  • One-to-ones and coaching on real deals
  • Motivating different sellers
  • Raising performance concerns early
  • Your first-ninety-days plan

Outcomes — you'll be able to

  • Redefine success around the team's performance
  • Hold a clear expectations conversation with each seller
  • Run a one-to-one and a deal coaching conversation with confidence
  • Leave with a first-ninety-days plan for your own team

Included in every course

  • Interactive, facilitator-led learning
  • Group discussions
  • Breakout exercises
  • Take-away materials

Face to face

From £1,999+ VAT

Course details

New Sales Leaders Online Series

Five live online sessions of two hours for first-time sales managers: lead former peers, set expectations, run one-to-ones, coach on real deals and handle performance conversations.

5 × 2-hour live online sessions (10 hours)6–8 delegates

Course synopsis

New sales leaders learn fastest when they can try something with their team between sessions and bring back what happened. Spread over five live online sessions of two hours, this series gives new sales managers the essentials of the role without taking them out of the business for days at a time. Each session covers one part of the job, practises it in breakouts with other new managers and agrees an action to try with the team before the next session. By the end, managers have led an expectations conversation, run development-focused one-to-ones, coached on a live deal and prepared for the harder conversations, with peers who are going through the same change.

5 live sessions · 2 hours each

Outcomes — you'll be able to

  • Lead former peers with clear expectations
  • Run a development-focused one-to-one
  • Coach from call and deal evidence
  • Prepare and hold a fair performance conversation

Included in every course

  • Interactive, facilitator-led learning
  • Group discussions
  • Breakout exercises
  • Take-away materials

Live online

From £1,499+ VAT

Course details
Your people. Your priorities.Ready to sell better? Build your programme.A programme shaped around your people — and the progress you want to make.

Where better selling begins.

Your team doesn’t need more slides. They need skills that stick.

Know you need help? Book a relaxed, no-obligation 30-minute call. We’ll talk through your team and challenge, and you’ll leave with an honest view of the options — no brief or programme needed.

Book a Discovery Call Enquire about this course