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  • September 2018
  • Article
  • Top Sales Magazine

Assembling the Sales Team

By: Frank V. Cespedes
  • Format:Electronic
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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

Sales; Selection And Staffing

Citation

Cespedes, Frank V. "Assembling the Sales Team." Top Sales Magazine (September 2018).

About The Author

Frank V. Cespedes

Entrepreneurial Management
→More Publications

More from the Author

    • Top Sales Magazine

    Get Ready to Sell

    By: Frank V. Cespedes and Bud Hyler
    • July 2020
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    Shindigz

    By: Frank Cespedes
    • July 2020
    • Top Sales Magazine

    Reframing Value in a Crisis

    By: Frank V. Cespedes and David Hoffeld
More from the Author
  • Get Ready to Sell By: Frank V. Cespedes and Bud Hyler
  • Shindigz By: Frank Cespedes
  • Reframing Value in a Crisis By: Frank V. Cespedes and David Hoffeld
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