Poor sales recruitment? It’s not my fault!
If HR is responsible for recruitment in your organisation – but keeps recruiting poor sales people – it may not be your fault – but it IS your problem.
And if it’s your problem shouldn’t you have (a lot of) input into getting it resolved? That’s unless it provides a convenient excuse (‘we would be doing better, boss, if HR didn’t keep recruiting these ****** **** Sales Execs.’).
As a Sales leader, you’re responsible for the performance of your team and need to improve your recruitment process so that you can ensure successful salespeople keep coming into your company.
A typical sales force
Often, your sales force will look like this:
Think about the last time you recruited a top performer. Now, think about the last time you recruited a poor performer.
Did you do anything different in your recruitment process?
Probably not, yet you got very different results.
You need to be able to identify why some salespeople are more successful than others. Your current recruitment process is clearly not doing that so is no longer fit for purpose. If you want better results, you must fix your hiring process.
When your process doesn’t identify who will (and won’t) perform, you waste:
You can save money immediately by adopting a new selection process.
Improve your chances of success
Flipping a coin gives you a 50/50 chance of success – although, clearly, this also results in failure half of the time.
But taking a more scientific approach to recruitment, you remove much of your operation’s downside costs.
- Frequent employee turnover – even from good people
- Recruiting & training of replacements
- Lost sales through an empty seat during recruitment & induction training
- Wasted investment in salary & training for someone that doesn’t make it
If you’re happy with the status quo, good luck!
If you want to improve your likelihood of success even further, talk to Great People Inside about our Dimensions assessments. Dimensions has been designed specifically to increase your success rate when recruiting sales people (and it might improve your luck too!).
Get in touch now at [email protected] or call 01494 573 572.