HIRING MISTAKES TO AVOID
It’s every Sales Managers’ dream to have a team brimming with A players who shoot the lights out, month after month. In reality, teams comprise mostly B players, with some A and a serving of C.
And when it comes to improving performance, training and coaching can only take you so far. If the person you’ve hired for the job, fundamentally lacks the ability or aptitude to cut it in your environment, there’s simply no remedy… and so, the arduous task of performance management begins.
What’s the fix to solve this time, revenue, and morale sapping ordeal? It all begins with hiring.
One of the five pillars in high-performing Sales Organisations is Pillar 3: Sales Talent (turn to the back of the magazine to see the others). And when it comes to Sales Talent, our work at RevenuePartners, frequently entails reviewing our clients’ hiring processes and deploying scientific methods of assessment.
In the course of this work, we’ve been in a unique position to observe common gaps in
