Just yesterday I had the opportunity to meet with a very seasoned CEO of a technology service provider who came to us in order to do a recruiting project for a new sales person. He came to us is because he’s gone through four sales hires on his own and none of them have actually produced anything for his company. As we sat down to talk about this he sheepishly admitted that this had cost him millions of dollars of lost revenue and opportunity cost as a result of not getting the sales hiring process right.
This week I also had the opportunity to teach a course to a group of CEO’s on how to improve their sales hiring process in order to avoid mis-hires. Of the fifteen CEO’s in the room, when I asked how many of them had consistently had problems in making the wrong hiring decisions on sales people, three quarters of them raised their hands. We talked about the impact of those mis-hires on their businesses, and as we went around the room we realized that millions and millions of dollars had been lost as a result of not bringing in (or not having) the right expertise to do sales recruiting within their companies.
sales
marketing