Top Tips for Hiring a Salesperson in Public Infrastructure: Insights from Paul Schuler

Paul Schuler, a leader in the water infrastructure space at Carollo Engineers, with over 20 years of experience, shared his insights on hiring salespeople in the public infrastructure sector. His journey, from aspiring astronaut to leading a business from $200 million to $900 million, provides a unique perspective on building successful sales teams.

The core principle: Culture as the Cornerstone.  “Culture Eats Strategy for Breakfast,” Schuler declares, underscoring the foundational role of a positive and collaborative environment. He maintains that a thriving culture is the bedrock upon which effective strategies are built. “If you get the culture right, you can get the planning right, and then you get the strategy right,” he emphasizes. This isn’t just lip service; Schuler advocates for cultivating a culture of trust, open communication, and shared ownership, where every team member feels valued and empowered.

When hiring salespeople, Schuler prioritizes certain key traits for Public Infrastructure market:

• Resilience: Sales is a challenging profession with frequent rejection. Resilient individuals can bounce back from setbacks and maintain a positive attitude. Resilient Individuals use positive emotions to bounce back from negative emotional experiences.
• Motivation and Persistence: Self-motivation and persistence are essential for driving sales and achieving goals.
• Listening Skills: Effective salespeople are excellent listeners, understanding customer needs and concerns. “Selling is really listening,” Schuler emphasizes.
• Empathy and Emotional Intelligence: Understanding and responding to the emotions of potential buyers is crucial for building rapport and trust.  When recruiting, Schuler prioritizes emotional intelligence. He believes that technical skills can be taught, but understanding and connecting with people is more innate. “If you can get somebody that kind of understands other people really well, I think they will be a successful salesperson,” he asserts.
• Trustworthiness: Establishing trust with customers is paramount. Salespeople must be reliable, honest, and follow through on their commitments.

In addition, think about building a team that mirrors your customer, Schuler emphasizes the importance of diversity within the sales team. He believes that having a team that reflects the diversity of the customer base enhances understanding, communication, and overall customer experience. “Making sure your team looks like your customer” is crucial, he says.

Another point when reviewing resumes or looking at applying for jobs, is that careers are not linear.  Schuler advises against viewing careers as a straight path. He encourages taking risks, trying new things, and embracing opportunities for growth, even if they involve temporary setbacks.

By following these tips, sales leaders and teams in the Public Infrastructure sector can build strong foundations for growth and success.

If you would like to see the entire interview, watch the full webinar.