Hiring salespeople with talent

28th November 2022 |   Bob Apollo

Why an evidence-based approach is the route to a successful sales hire.

Finding and recruiting the right salespeople is perhaps the most important role for any sales manager or leader. Hiring the wrong person – or at the other end of the scale, failing to fill the position at all – is costly in so many ways. The wasted recruitment costs are trivial in comparison to the revenues lost and all the other direct and indirect costs and consequences associated with failure.

The recruiting manager is often torn between the fear of missing out (FOMO) and the fear of messing up (FOMU). Missing out means failing to fill the open headcount. Messing up means hiring someone who subsequently fails in their new role. Neither is a satisfactory outcome. In both cases, the manager is typically still responsible for the quota allocated to the role in the meantime.

PLEASE NOTE: Subscriber-only content – To read the full article, please login or purchase a subscription. Subscription Options Login