3 Reasons Why Companies Fail to Hire Top Sales Talent

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Every company wants to hire top salespeople, but there are three reasons why they fail to do so. Learn those three in this Sales Management Minute episode.

As executives create their strategic sales plans for the year, the conversation eventually turns to recruiting top sales talent to execute those plans. Yet, there are three reasons why companies fail to close the deal with top sales candidates.

1. They don’t have clarity on the role. During interviews, top salespeople ask a ton of questions about the role and expectations. They’ll ask…

How would you describe a day in the life of a salesperson in your company?

What territory would I be assigned?

What expectations would the company have of me in the first year?

If you can’t answer those questions well, these candidates head for the hills.

2. They haven’t finalized compensation. It’s no surprise that top salespeople want to know how they make money. They want to know…

How does the compensation plan work?

What will I earn if I meet goal in my first year?

If you can’t explain and show the compensation plan, top salespeople get turned off.

3. They can’t answer common sales questions. You expect your salespeople to sell the value your company brings to bear. Top talent will ask you those questions during the interviews. Questions like…

Why do people buy from your company?

What is unique about your products?

Who is your biggest competitor and what is your strategy to defeat them?

Just like with prospects… If you can’t answer the questions well, no sale.

Want to bring top salespeople onboard your team? Get your company game ready!

See you next time on the Sales Management Minute.

AUTHOR: LEE B. SALZ

Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.