Sales Hiring Challenges

50% or more of the reps on most sales teams are below target

30% turnover per annum

The costs are astronomical when you consider lost business, lost customers, damage to your brand, turnover, training/retraining and management costs

Why?

Traditional hiring approaches don’t work

Sales hiring is hard: Talk to any sales manager and they will tell you that hiring reliable performers is one of the most difficult things to do. Even the ones who say they have a good hiring track record will typically admit that too few of their reps are at target. Why?

• The tech sector demands a certain type of breed – The technology business means fast pace, rapidly evolving environments, risky ventures, complex and untested products, and stakeholders that demand high growth. Reps suited to succeed possess a certain type of dna+skills+experience which means hiring the right person is more complex and the stakes are higher.
• Sales Reps are difficult to assess – What you see is often not what you get. Sales people are often very good at presenting what you want to see.
• Top performers are hard to find – The best candidates are gainfully employed and are not likely to respond to your job ad. You need to search for them.
• Top performers are rare – a high percentage of applicants for your position will be sales people who are not hitting their numbers or capable of performing for your company – seeing so many mediocre applicants can condition the hiring manager to lower the benchmark for hiring.
• Under pressure – The pressure of the clock counting down on a quarterly target forces the sales manager to settle on the best candidate available rather than the right candidate.
• Many companies don’t know what they are looking for – The hiring manager may not have benchmarked the profile of the top performers currently on the team, and can’t properly characterize what they are looking for.

You need a recruiter that understands your unique position and is able to match the right candidate. We offer an integrated solution that aligns sales hiring with sales goals. The result is a hiring plan that generates more revenue, faster, rather than more headcount, faster.