What if Everything You Know About Sales Hiring Is Outdated?
Not long ago, I helped a former colleague screen candidates for a new sales role. One resume immediately jumped out: 10+ years in the industry. President’s Club winner. MBA. All the classic “signals” of a star hire.
If you’re like many business leaders, this is precisely the sort of candidate you’d rush to interview. But here’s the truth I see, both in my career and in my work with businesses at Imaginasun:
The playbook for building a powerhouse sales team has changed—forever.
The “Perfect Resume” Isn’t What You Think
For decades, organizations fixated on experience, awards, and industry pedigree. However, modern buyers—and the selling environment—have shifted dramatically. Our clients at Imaginasun, and high-growth companies everywhere, are unlocking new performance levels by hiring for:
- Adaptability over tenure
- Coachability over credentials
- Consultative problem-solving over relentless “hunting”
Real-World Examples
Some of the highest-performing salespeople I’ve hired or coached came from project management, customer success, or even product design—not the traditional sales track. What sets them apart? Their ability to solve complex problems, build authentic trust, and align multiple stakeholders to make confident decisions.
Conversely, “old school” sales stars—who thrived on aggressive tactics—often find themselves stuck. The reason? Buyers want partnership and insight, not just persuasion.
Hard Numbers, Hard Truths
When sales teams pivot from the experience-first playbook, the results are remarkable:
- Time-to-productivity drops by 30%, because adaptable hires ramp faster and learn your solutions quickly
- First-year sales climb by 45%, as teams powered by diverse thought close better deals and win deeper trust
- Long-term retention and multi-year account value soar—critical in any recurring revenue or B2B model
These aren’t hypothetical. At Imaginasun, we’ve engineered these outcomes for clients in healthcare, SaaS, professional services, and beyond.
Why Are Traditional Metrics Failing?
Many leaders still lean heavily on pipeline volume, close rates, and industry “polish.” While those numbers matter, they rarely tell the whole story. Today’s top sales performers excel in ways that traditional metrics often miss:
- Consultative Selling: They listen first, diagnose real needs, and guide clients through uncertainty.
- Stakeholder Management: They win buy-in from multiple, often conflicting decision-makers.
- Solution Adoption & Retention: They stick around after the sale, increasing account value over time.
If your hiring process can’t identify these skills, you’re probably missing out on the very talent that can future-proof your business.
Imaginasun: Your Partner in Building Modern Revenue Teams
At Imaginasun, we live and breathe growth. With 20+ years of leadership experience, we’ve repeatedly helped clients:
- Increase revenue by 30%+ in a matter of months
- Re-engineer hiring and onboarding to slash ramp-up time
- Create marketing and sales engines that deliver a 6.5x ROI and drive a 110% lead increase
Our Integrated Approach
We don’t do theoretical advice—we jump in as your true strategic partner, offering:
Fractional Leadership
Plug proven marketing and sales expertise directly into your organization without the cost of a full-time CMO or VP.
Talent Amplification
Our team building & hiring support helps you scout, onboard, and coach high-potential talent—even if they don’t look like “classic” candidates. We develop future-ready leaders and durable cultures that attract retention-driven sellers.
Growth Strategy Workshops
Let’s map your next revenue leap. Our hands-on workshops align your team, clarify market opportunities, and turn insight into action—fast.
MarTech & SalesTech Optimization
We’re masters of platforms like HubSpot and Salesforce, ensuring your tech stack is an accelerator (not friction point) for your team.
See the full Imaginasun story and service areas.
The Path Forward: Outperform by Hiring Differently
To win today, ask yourself:
- Are you defaulting to tenure and “award winners”—or cultivating learning agility and diverse experience?
- Do your interview and onboarding processes surface who can navigate complexity and drive adoption?
- Have you updated your metrics to reward not just “closing,” but customer success and relationship-building?
Ready for an Unfair Advantage?
Imaginasun specializes in helping visionary leaders like you unlock new revenue, retain top talent, and build agile, winning teams.
- Learn about Cameron DeJong and the Imaginasun difference
- Contact us now for a growth strategy session
- See real testimonials and proof points on our home page
The future of sales is already here. Are you ready to hire for it?