How to Hire Setters: The Practical Guide for Small Business Owners

If you've ever tried to hire setters—whether for cold calling, appointment setting, or lead generation—you know it can feel like wrangling cats in a thunderstorm. The stakes are high: a great setter can fill your sales pipeline, while a bad hire can drain your time and patience. So, how do you find, attract, and retain the right people for these critical roles? Let’s walk through the process, sprinkle in some real-world advice, and highlight a few tools that can make your life a whole lot easier.

Understanding the Role: What Makes a Great Setter?

Before you even think about posting a job ad, get clear on what you need. Setters aren’t just people who dial numbers all day—they’re the first impression of your business. Their job is to connect, qualify, and tee up opportunities for your closers or sales team.

• Communication Skills: Setters must be clear, concise, and friendly. If you want someone who can break the ice with a stranger, look for folks who’ve worked in retail or hospitality.
• Resilience: Cold calling staff face rejection constantly. A thick skin and a positive attitude are must-haves. Hire for attitude, train for skill, as one fast-food chain famously does.
• Process-Driven: The best setters follow scripts but know when to improvise. They keep detailed notes and don’t let leads slip through the cracks.

Honestly, finding someone who ticks all these boxes isn’t easy. That’s why hiring automation tools like Workstream can help you screen for the right traits and move candidates through the process faster.

Where to Find and Attract Setter Talent

The Job Posting: Get Specific, Get Real

Your job ad needs to stand out. Generic postings attract generic candidates. Be upfront about expectations, pay, and perks. According to SHRM research, salary and benefits are the first things job seekers look for. Don’t be shy—call out what makes your business unique, whether it’s flexible hours, commission, or a supportive team culture.

For inspiration, check out these job posting examples or get creative with your ads—sometimes a little humor goes a long way (see these creative recruitment ads).

Where to Post: Go Where the Setters Are

• Indeed for Employers is a solid choice for volume hiring.
• Don’t overlook social media—posting on Instagram or Facebook can net you younger, tech-savvy applicants.
• Industry-specific job boards and digital recruiting strategies can help you reach experienced telemarketers or lead generation specialists.

Screening and Interviewing: Separating the Signal from the Noise

Automate the Screening Process (And Save Your Sanity)

Let’s be real—sifting through dozens of resumes is nobody’s idea of a good time. Automation tools like Workstream’s hiring automation can help you filter candidates based on keywords, experience, and even responses to screening questions. This isn’t just about saving time; it’s about making sure you don’t miss out on that diamond in the rough.

Interview Tips: Listen for the Right Stuff

• Ask for cold calling or appointment setting examples. If they’ve never done it, ask how they’d handle rejection or a tough customer.
• Role-play a call. It’s a little awkward, but it’s the best way to see how someone thinks on their feet. For more on this, check out motivational interviewing techniques.
• Don’t forget cultural fit. These folks will represent your brand. Use cultural fit interview questions to see if they mesh with your team.

And if you’re hiring for remote roles, make sure to ask about their home office setup and self-motivation strategies. Remote setters need to be even more disciplined.

Onboarding and Retaining Your Setters

Onboarding: Set Them Up for Success

First impressions go both ways. A smooth onboarding process can make or break a new setter’s loyalty. Use digital onboarding tools to get paperwork out of the way fast (see onboarding templates). And don’t forget to provide a clear employee handbook—even if you’re not a restaurant, the principles apply.

Training matters, too. According to BLR’s guide on effective training, hands-on sessions and shadowing are more effective than just handing over a script. If you ask me, nothing beats listening in on real calls and getting feedback in real time.

Retention: Keep Your Setters Happy (and Productive)

Turnover is a killer in these roles. The restaurant industry knows this all too well, but the lesson applies everywhere: unhappy setters leave, and replacing them costs a fortune. Focus on:

• Recognition and Growth: Even small rewards or shout-outs can make a difference. Consider offering paths to promotion or bonuses for top performers (perks that work).
• Flexible Schedules: Many setters value work-life balance. Tools like Workstream’s scheduling features let you accommodate preferences and reduce burnout.
• Benefits: Even part-time setters appreciate benefits. The impact of benefits on recruitment and retention is well documented.

For more on keeping staff engaged, see what makes employees happy and how to improve engagement and retention—the advice translates well for setter teams.

Compliance and Legal Must-Knows (Don’t Skip This!)

It’s not the most exciting part, but you’ve got to stay on the right side of the law. Keep accurate records of hours, wages, and contracts—especially if you’re hiring remote or part-time setters. The U.S. Department of Labor’s recordkeeping guidelines are a must-read. And if you’re offering benefits, check out how big brands structure their benefits for inspiration.

One more thing—make sure your onboarding process covers all the compliance bases. Digital platforms like Workstream can help you stay organized and avoid costly mistakes.

Why Workstream Makes Setter Hiring Easier

Let’s tie it all together. If you want to hire setters without the usual headaches, consider using an all-in-one platform. Workstream’s mobile-first approach lets you:

• Automate applicant screening and interview scheduling (learn more here).
• Digitally onboard new hires in minutes, not hours (see onboarding templates).
• Manage schedules and reduce no-shows with text-based reminders (Gap's scheduling story).
• Stay compliant and keep all your records in one place (about Workstream).

Workstream’s platform is built for hourly businesses, but honestly, the features are a lifesaver for anyone hiring for high-turnover roles like setters, lead generation specialists, or telemarketers. You’ll save time, cut costs, and—maybe best of all—reduce your own stress.

Wrapping Up: The Setter Hiring Game Plan

Hiring the right setters can make or break your sales operation. Start with a clear job description, use smart sourcing strategies, automate the screening process, and invest in onboarding and retention. And don’t forget compliance—no one wants a surprise audit.

If you’re ready to make hiring setters less of a headache, Workstream is worth a look. Want to dig deeper? Check out these related resources:

• Restaurant hiring: What you need to know
• 5 Traits of committed employees
• 4 Tips for calling out benefits in your job descriptions
• 8 Creative Tips to Make Your Job Posting Stand Out
• 10 Must-Know Statistics to Inform Your HR Strategy