Let’s be honest. Recruiting isn’t typically very high up on the list of things a sales manager wants to be doing with their time, but it should be. Hiring great talent means you make money. Hiring wrong means you lose money. Period. You simply must prioritize hiring great talent.
We work hard every day to solve problems for sales organizations. One of the biggest challenges we see over and again is hiring, scaling, and retaining a top-performing sales team.
This is why we recommend a thorough candidate assessment right at the beginning of the interview process. Life is easier when you avoid a problem right from the start.
What’s the big deal with “hiring wrong?” It’s expensive! First, you have the typical expenses associated with both recruiting and onboarding a new hire— which can easily be in the tens of thousands. Then, add in the fact that sales rep turnover is notoriously high, to begin with. Harvard Business Review pegged the number at 27%—TWICE the rate of the overall labor force. The expenses go on and on.
It’s also plain exhausting. That’s why it falls so far down the priorities list.
We covered recently 5 mistakes made in recruiting. Here are a few more mistakes sales leadership makes as well as some tips for successful onboarding:
5 Hiring and Onboarding Mistakes (continued):
Setting expectations, coaching to those expectations, and
holding the salesperson accountable for achieving those expectations in the first 90 days is critical to success.
Luckily, these five mistakes are fairly easy to correct, and doing so will allow you to experience far greater success and consistency with your team. Don’t allow previous mistakes to dictate future actions.
Sales management expert Duane Cashin has lead award-winning sales organizations and trained sales teams for companies of all sizes. He’s earned membership in Presidents Club and Circle of Excellence, successfully built and sold his own multi-million-dollar business, and enjoys sharing his passion for sales.