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Not every salesperson is built to do the same job. Some are at their best when they are opening doors, finding new customers, and creating opportunities from scratch. Others excel when they are developing relationships, growing existing accounts, and becoming a trusted resource to long-term customers. In sales, these profiles are often described as hunters and farmers. Both can be highly valuable. The problem is hiring one when your business actually needs the other. For empl

Hiring a salesperson is easy. Hiring the right salesperson is not. For Alberta companies in construction, energy, industrial, trades, and technical markets, a strong sales hire can open new accounts, grow an underperforming territory, strengthen customer relationships, and create millions of dollars in long-term revenue. The wrong hire can do the opposite. Months can pass before it becomes clear that the person who interviewed well is not building pipeline, developing relatio

A strong interview does not always mean a strong salesperson. In fact, sales professionals are often better than the average candidate at interviewing. They know how to build rapport, communicate confidently, handle objections, and position themselves effectively. Those are valuable skills. But they can also make it harder for employers to distinguish between someone who sounds like a strong salesperson and someone who can actually build pipeline, win business, and grow a ter

Explore current Alberta sales compensation benchmarks for Business Development, Territory Sales, Technical Sales, Account Management, and Sales Leadership. This 2026 guide breaks down salary ranges, commission structures, OTE, and the key factors employers should consider when building a competitive sales compensation package.