How Much Did That Bad Hire Really Cost Your Sales Team?

You know the drill. The salesperson who seemed like such a rock star during the interview process turns out to be a real dud. Lots of things factor into whether or not a particular sales rep succeeds at your company- but one thing is certain. Bad hires cost companies big money.

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What do you know about your newly hired salesperson on day one?

What do you know about your newly hired salesperson on day one? Not much, really. Considering you’re going to put a hefty quota, your company’s reputation, and your valued customers, firmly in their hands, I would say you are essentially gambling.

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How Much Sales Rep Turnover is Too Much? Why That's the Wrong Question

The rise of metrics software has changed the way sales organizations measure success. Sales management is regularly challenged to drive some numbers up ( sales quota, retention, productivity) and push other numbers down (costs and turnover). One of these metrics is not like the others. In fact, looking at this business goal in terms of a single number or percentage means your sales organization may be missing the point entirely.

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How to Avoid Hiring Your Next Fire (Hint: Google Does It This Way)...

Recently I’ve spent quite a bit of time talking to heads of sales and sales development about the needs of their organizations. Eventually the topic turns to their hiring practices. In most cases they describe a very rigorous process with having multiple people in their organization conduct interviews, checking references, and verifying W-2s. Many say they only hire experienced salespeople with more than 10 years in the industry.

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