Publications
Publications
- September 2018
- Top Sales Magazine
Assembling the Sales Team
By: Frank V. Cespedes
Abstract
Data and analytical tasks have lengthened productivity ramp-up times in many sales contexts, making each hire a bigger sunk cost for a longer time. Most companies adopt two common practices: They hire on the basis of “experience” and/or look at their best reps and try to hire more like them. This article discusses factors that are making sales hiring more complex and why common practices are increasingly counterproductive. It then discusses how two key factors (the impact and performance variability inherent in a company’s sales tasks) vary in different sales models and the hiring implications.
Keywords
Citation
Cespedes, Frank V. "Assembling the Sales Team." Top Sales Magazine (September 2018).