Hiring

We hire salespeople who claim good past results and appear professional and competent at interview and then they fail to hit agreed targets. Why is that?

Some people believe it’s the ability to talk to anyone. Some say a good salesperson is fearless. Others will say it’s an innate trait that can’t be taught; you are either born with it or you are not.

Small business owners tend to stay small because they do not install systems and processes into their business. Most owners want to hire “experienced” sales people. The mentality is to hire someone, teach them about their products and services, then expect the person to “go sell”. What’s the problem? If we hire experienced sales people, once they learn the product or service, they should be good to go, right?