While helping organizations find great salespeople is an important part of my business, many company leaders I speak with feel they can do just as well or better on their own.
That’s because they expect the salesperson they hire to be good enough; and, in their experience, it is too expensive to get help. So they will “settle”. (They don’t know I can help for less than 20% of most recruiter’s fees!)
When they settle for an average salesperson, turnover is often a problem.
Many leaders seem to expect less from their sales team than other departments. Perhaps it is because 74% of salespeople are mediocre or worse.
It doesn’t have to be that way. Check out this article by Dave Kurlan to get some insight into recruit self-starting, independent team players who over-achieve sales goals.