FIRST and foremost: you hunt and constantly look. They are out there, although scarce; and when they DO start to look, you need to be present and findable.
That means you ought to be running ads 24/7/365. You don’t have to hire everyone. BE selective. Only hire the “HELL YES,” not the maybes. A productive salesperson puts money in your pocket, so they aren’t a risk.
NEXT: Build systems and processes that can make a good salesperson GREAT, so you don’t need to find the rare superstar but can have a very profitable and productive business on good people.
THIRD: Interview well to avoid wasting time and money on duds. To this last point, I recently shared the following list with a Rapid Implementation class that was asking me about how to interview a great salesperson. It’s 10 questions I’ll send to a candidate after reviewing their résumé and determining that, on paper, they look like someone I’d like to interview.