The ONE Question to Answer When Hiring Your High-Growth Sales Leader

It can be difficult to hire the right sales leader for your high-growth emerging company. Answer one question in order to simplify this process and elevate the likelihood of hiring the right person for this important role.

What is the ONE thing they must be great at in order to achieve your next milestone?

In The ONE Thing, author Gary Keller writes that success is sequential and not simultaneous. In fact, the book can be summarized with one sentence: “Think BIG, but focus on ONE SPECIFIC thing at a time.” Although the book illustrates creating results in many facets of business, apply this thinking when hiring your next leader of sales. Ask yourself this: What is the ONE thing our next sales leader must be great at in order for us to hit our next big milestone? We still recommend you develop an Ideal Candidate Blueprint™ and a 90-Day Success Ramp™. However, failing to determine that ONE thing can have costly consequences.

In answering this question, don’t think too much in terms of permanence.

When I make a decision, I sometimes want the decision to stand a much longer test of time than is actually necessary. The person you hire may be the right person for now, but they may not be the right person for the next several years. When hiring your next sales leader, determine the most important thing necessary for meeting your next milestone. Then focus on that one thing. Not all high-growth organizations are at the same place. Some of our clients have needed a leader who excels at developing a go-to-market sales strategy. Others have needed a leader who excels at being in the field with reps and closing critical deals. Some have needed a leader who excels at mentoring and optimizing a current sales organization. Others have needed a leader who excels at establishing and growing a sales organization. Determine the one thing your next sales leader must excel at in order to hire the right person for the role. See our Knowledge Center for more information, or contact us to discuss your recruiting challenges.

Final Thoughts

Others have needed a leader who excels at establishing and growing a sales organization. Determine the one thing your next sales leader must excel at in order to hire the right person for the role. See our Knowledge Center for more information, or contact us to discuss your recruiting challenges. Build your best digital-first leadership team. TeamBuilder Search is an award-winning recruiting agency and executive search firm focused on filling digital marketing leadership roles for agencies, high growth brands, legacy brands, midsize business, and Fortune 10 companies. Since 2008, TeamBuilder Search has excelled at filling roles quickly with exceptional candidates and offers free consultations for hiring managers with exceptionally difficult-to-fill roles. © 2026 TeamBuilder Search. All rights reserved. Privacy.