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

The Best Ways to Hire Salespeople

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

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).

About The Author

Frank V. Cespedes

Entrepreneurial Management
More Publications

More from the Authors