Sales Management That Works

HIRING

As usual in business, everything starts with people. But, compared to other business functions, hiring in sales presents unique challenges. Consider these hair-raising stats.

The average turnover in sales across industries ranges from 20 percent to 30 percent annually (higher in strong economic conditions when people have more options and lower when they don’t), meaning that at most companies, the equivalent of the entire sales force must be hired and trained every three to five years. Depending upon the position, it takes, on average, from three to four months to hire a new salesperson. Once hired, ramping reps up to full productivity ...