In wholesale distribution, hiring decisions often emphasize technical skills: forklift certification, sales experience, or knowledge of inventory and logistics systems. While these qualifications are important, they no longer guarantee success. Increasingly, the differentiator is soft skills—the traits that allow employees to adapt, collaborate, and thrive under pressure.
Top-performing operators, sales representatives, and warehouse leaders are not only competent—they are communicative, solution-oriented, and capable of handling unexpected challenges. In an industry driven by deadlines, efficiency, and customer satisfaction, these traits often determine whether a team simply meets expectations or consistently exceeds them.
The challenge is that soft skills are harder to measure than technical expertise. Resumes and certifications don’t reveal grit, emotional intelligence, or problem-solving ability. Companies that take these skills seriously are incorporating methods like behavioral interviews, scenario-based assessments, and realistic job previews to better understand how candidates perform in real-world situations.
This is where GRN Coastal’s experience in wholesale distribution recruiting comes into play. With deep insight into the industry, GRN Coastal helps organizations identify candidates who bring not only the required technical abilities but also the adaptability, interpersonal skills, and mindset that drive long-term success. By highlighting the value of soft skills, companies can make more informed hiring decisions and build teams that thrive under the demands of the industry.
The broader takeaway is clear: technical skills can be taught, but soft skills are harder to develop. Distribution companies that recognize and evaluate both are more likely to build high-performing, adaptable teams capable of driving growth, maintaining operational excellence, and staying competitive in a tight labor market. Understanding this shift in hiring priorities—and partnering with experts who know how to spot these traits—can be a game-changer for organizations looking to strengthen their workforce.
Chris Salvadore
Global Recruiters Network- Coastal
Director | Corporate Accounts and Research
csalvadore@grncoastal.com
