Publications
Publications
- January 2021
- Top Sales Magazine
Sales Hiring Is Hard to Do (Don't Make It Harder)
By: Frank V. Cespedes
Abstract
In the aggregate, hiring in sales is more expensive than many companies’ cap-ex decisions. But it rarely gets the same attention and companies fail to deal with challenges inherent in sales hiring. Unlike many other business functions, there is no easily identified resource pool or educational priors for sales positions. If you’re looking for an engineer, accountant, finance person or software developer, you can find majors in those subjects. But few colleges and universities have sales programs or even a sales course. Meanwhile, more than 50% of U.S. college graduates, regardless of their majors, will work in sales at some point in their careers. This article discusses how to avoid two common mistakes in sales hiring and why, in recovering from the pandemic’s economic impact, there are few things more worthy of senior management attention than their companies’ sales hiring practices.
Keywords
Citation
Cespedes, Frank V. "Sales Hiring Is Hard to Do (Don't Make It Harder)." Top Sales Magazine (January 2021), 38–39.