I’ve noticed over the past few months that many businesses are concentrating on restructuring their sales teams as part of their business strategy. The problem is that so mant sales appointments fail to deliver what was anticipated.

Sales teams have contacted me to advise on how to select good salespeople. The point I always make is that whilst the interview is useful always worth check on the information given by the candidate. Follow up references,  check sales statistics given for previous posts and so on.

The next step is to integrate the individual into the team. Relying on just past experience for the individual to succeed is a recipe for job failure too often. Remember that only 60% of new hire salespeople succeed.The 40% that fail cost huge amounts of management time and lost opportunity costs.

This entry was posted on Tuesday, November 8th, 2011 at 11:17 am and is filed under Uncategorized.