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  • November 2, 2015
  • Article
  • Harvard Business Review (website)

The Best Ways to Hire Salespeople

By: Frank V. Cespedes and Daniel Weinfurter
  • Format:Electronic
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Abstract

Companies typically spend more on hiring in sales than they do anywhere else in the firm. Average annual turnover in sales is 25% to 30%, while direct replacement costs for a telesales employee ranges from $75,000 to $90,000 and other sales positions cost as much as $300,000. Moreover, these figures do not reflect the lost sales while a replacement is found and trained. This article discusses four places to focus in order to improve this crucial dimension of talent acquisition.

Keywords

Selection and Staffing; Salesforce Management; Retention

Citation

Cespedes, Frank V., and Daniel Weinfurter. "The Best Ways to Hire Salespeople." Harvard Business Review (website) (November 2, 2015).
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About The Author

Frank V. Cespedes

Entrepreneurial Management
→More Publications

More from the Authors

    • May 3, 2023
    • TrainingIndustry.com

    What Top-Performing Sales Managers Do Differently

    By: Mike Schultz and Frank V. Cespedes
    • May 2023
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    Where Sales Technology (Really) Helps

    By: Frank V. Cespedes
    • April 18, 2023
    • Harvard Business Review (website)

    The Rebirth of Software as a Service

    By: Frank V. Cespedes and Jacco van der Kooij
More from the Authors
  • What Top-Performing Sales Managers Do Differently By: Mike Schultz and Frank V. Cespedes
  • Where Sales Technology (Really) Helps By: Frank V. Cespedes
  • The Rebirth of Software as a Service By: Frank V. Cespedes and Jacco van der Kooij
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