Most companies think they have a hiring system: job ads, interviews, maybe a personality test. But few systems are based on science—and it’s costing them.
📉 High turnover
📉 Missed quotas
📉 Wasted training budgets
📉 Burned-out managers
The good news? Decades of research reveal six core traits that separate top salespeople from the rest.
1. Conscientiousness – The #1 Predictor
Studies by Barrick & Mount and others confirm: conscientiousness is the strongest personality trait predictor of job success.
Top reps:
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Prepare consistently
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Follow through
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Stay organized
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Push through obstacles
Without it, motivation burns out fast.
2. Cognitive Ability
Schmidt & Hunter’s research shows general mental ability is critical—especially in complex sales. Top performers are fast learners who adapt quickly. If you’re not testing this, you’re flying blind.
3. Empathy & Concern for Others
Top salespeople:
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Listen more than they talk
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Build trust
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Prioritize the customer’s needs
Empathy drives higher satisfaction, referrals, and loyalty.
4. Honesty & Integrity
Nothing erodes trust faster than dishonesty. It destroys morale, brand reputation, and retention. Use structured questions to assess integrity—don’t guess.
5. Motivation & Drive
Real drive isn’t hype—it’s consistent, goal-focused behavior. Look for a strong “why” behind their goals. Are they motivated by competition? Income? Find out before you hire.
6. Relevant Experience & Presence
Past success matters—if it matches your:
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Culture
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Process
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Customers
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Product complexity
Also consider presence: maturity, communication, and fit for your brand.
The Recruit the Best System™ Measures All Six
Unlike typical hiring, our system includes:
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CTS assessments (personality & sales traits)
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Cognitive surveys
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Structured interviews
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Character evaluation
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Experience scoring
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Matching templates
Most companies measure 1 or 2 of these. We measure all six—giving you a complete picture.
If your system isn’t measuring what matters, you’re not hiring scientifically—you’re guessing. And guesswork leads to turnover.
Want better hires? Let’s talk. We’ve helped companies recruit and coach top performers for over 30 years.