One of the most common questions I hear when recruiting is: "Do you think having a sports background helps in sales? Athletes make the best salespeople, right?"

This question always makes me pause because I’m great at sales but when it comes to sports it I couldn’t say the same. Is there some truth to it? Or is it simply a convenient bias that’s crept into recruitment because a few top-performing salespeople happen to be ex-athletes?

So, let’s explore this idea. Do athletes really make the best salespeople, or is this a stereotype influencing hiring decisions?

The Role of Competitiveness in Sales

Athletes are often highly competitive, and this drive to win is viewed as crucial for sales success. But in sales, it’s not just about beating the competition—it’s about being conscientious. That means staying organised, following through on tasks, and consistently delivering value to clients. Success comes from combining a competitive edge with diligence and responsibility, ensuring that every detail is handled with care.

Grit, Persistence and Discipline

Athletes spend years developing discipline through regular training and overcoming obstacles. This persistence can be useful in sales, where resilience is key. However, the ability to keep pushing forward—despite setbacks—isn’t exclusive to athletes. Conscientiousness, especially the ability to stay focused on long-term goals and manage tasks effectively, is often what separates top performers from the rest. It’s about showing up, staying consistent, and keeping your eye on the bigger picture.

Handling Stress whilst Staying Composed

Athletes frequently face high-pressure situations, and their ability to perform under stress is often highlighted. In sales, handling stress well is essential, but it’s also about emotional stability—how well you can remain calm and composed when things don’t go to plan. A salesperson’s ability to stay level-headed and approach problems with a clear mind often makes a big difference when negotiations get tough or deals are on the line.

Flexibility and Learning Agility

Athletes are typically seen as coachable, able to adjust their performance based on feedback. In sales, adaptability is a critical trait. But adaptability goes beyond just taking feedback—it’s about openness to new experiences, being willing to embrace change, and learning from every situation. Sales is constantly evolving, and the ability to shift strategies and find creative solutions is invaluable. This is where openness to new ideas and a natural curiosity about clients’ needs can drive success.

Is Sports Bias Guiding Hiring Decisions?

It’s easy to see why many companies might lean towards hiring athletes. They’re often seen as driven, focused, and resilient. However, this focus on athletic backgrounds can lead to overlooking candidates who possess equally important traits, like empathy, creativity, and emotional intelligence. These qualities are vital in today’s complex sales environment, where understanding a client’s needs and building trust are as important as closing the deal.

For example, a person with strong interpersonal skills might naturally excel in understanding client concerns and navigating complex negotiations. Or someone with high emotional intelligence can anticipate a client’s needs and build relationships that go beyond the transactional.

What If You Don’t Fit the Athlete Stereotype?

If you don’t have a sports background and feel like you don’t fit the typical salesperson stereotype, don’t worry. Sales success comes from a wide range of personality traits—not just competitiveness or resilience. If you find yourself in an interview where they seem to value athletic backgrounds, use it as an opportunity to showcase your strengths. Highlight how your ability to stay organised, your creativity in problem-solving, or your natural empathy helps you connect with clients in meaningful ways.

Have you successfully navigated tricky client situations, adapted to new markets, or found innovative ways to close deals? Then you have the skills that matter most in sales, even if you’ve never set foot on a football pitch.

What Really Drives Success in Sales?

While athletic traits like resilience and competitiveness can be helpful, they don’t tell the whole story. Some of the most important qualities in sales are found in traits like:

Conscientiousness:

The ability to stay organised, follow through on promises, and manage time effectively.

Emotional Stability

Staying calm under pressure, maintaining composure when things go wrong, and keeping a level head in negotiations.

Openness to New Ideas

Being curious about new possibilities, embracing feedback, and continuously learning. The ability to adapt to new challenges and bring fresh ideas to the table is crucial for staying competitive.

In reality, the best salespeople are those who balance all of these traits—whether they have an athletic background or not.

What’s A Better Way to Hire Salespeople?

So, do athletes make the best salespeople? Not always. While they bring useful qualities to sales, those traits aren’t exclusive to athletes, nor are they a guarantee of success. In fact, relying too much on athletic backgrounds can lead to bias in recruitment, preventing companies from recognising other critical traits that contribute to sales excellence.

That’s why using a sales personality assessment is a smarter approach. Rather than relying on assumptions or stereotypes, an assessment helps you identify the core traits that predict success—whether that’s conscientiousness, emotional stability, or adaptability. It’s a more effective, data-driven way to find the right sales talent, ensuring you make better hiring decisions without falling into common biases.