Craig Emslie Reveals the Secret to Hiring Revenue-Driving Sales Talent


Hiring the right salespeople is one of the most important decisions a business can make. A strong sales hire doesn’t just close deals they help build steady, long-term revenue. According to Craig Emslie, many companies struggle with sales hiring because they focus on resumes instead of real revenue impact.


Craig believes that the secret to hiring revenue-driving sales talent lies in clarity, structure, and understanding how sales actually works in today’s market.


Understanding What “Revenue-Driving” Really Means

Not every salesperson who talks confidently can drive revenue. A revenue-focused sales professional understands the full journey from identifying the right prospects to closing deals and maintaining relationships.


Craig Emslie explains that strong sales talent knows how their actions connect directly to business growth. They don’t just chase numbers; they build pipelines that consistently convert into revenue.


Start With Clear Sales Goals

Before hiring anyone, businesses must clearly define what success looks like. Without clear goals, even skilled salespeople may struggle.


Craig advises companies to ask simple but important questions:


  • What revenue should this role generate?

  • What type of customers will they target?

  • How long is the sales cycle?
    What level of experience is truly required?

When expectations are clear, the right candidates naturally stand out.


Focus on Sales Process, Not Just Experience

Many hiring managers look only at years of experience or big brand names on a resume. Craig Emslie suggests looking deeper at how the candidate actually sells.


A strong salesperson can explain:

  • How they find new leads

  • How they qualify prospects

  • How they manage follow-ups

  • How they move deals forward

Sales professionals who follow a clear, repeatable process are far more likely to deliver reliable results.


Coachability Matters More Than Perfection

No salesperson is perfect. What matters most is how willing they are to learn and improve.

Craig believes that coachable sales professionals adapt faster, especially in growing companies. Asking scenario-based questions during interviews helps reveal how candidates think and respond to challenges.


Salespeople who accept feedback and adjust their approach often outperform those who rely only on past success.


Data Awareness Is a Big Advantage

Modern sales relies heavily on data. Revenue-driving talent understands numbers like conversion rates, deal value, and pipeline health.


Craig Emslie points out that salespeople who track their performance make better decisions. They know what’s working, what’s not, and how to improve results over time.


This data-driven mindset leads to more predictable revenue and fewer surprises.


Align Compensation With Real Performance

Compensation plays a major role in motivation. Craig Emslie recommends designing pay structures that reward actual results, not just effort.


Clear commission plans tied to achievable revenue goals encourage sales professionals to stay focused on meaningful outcomes. When incentives match business objectives, everyone works toward the same goal.


Strong Onboarding Creates Faster Results

Hiring is only the beginning. Proper onboarding ensures new sales hires become productive quickly.


Craig Emslie suggests a simple onboarding plan that includes:


  • Clear product understanding

  • Defined sales targets

  • Regular check-ins and feedback

  • Early performance benchmarks

This approach builds confidence and helps new hires contribute faster.


Final Thoughts

Hiring revenue-driving sales talent is not about luck it’s about strategy. By focusing on clarity, process, adaptability, and data awareness, businesses can build sales teams that deliver consistent growth.


Craig Emslie’s approach shows that thoughtful hiring leads to stronger teams, better results, and long-term success something every client values.

Location: United States

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