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The Sales Book by Graham Yemm

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Recruiting the right sales people

Objectives

  • To recognise the challenges involved with recruiting the right sales people for your organisation
  • To understand the need for job descriptions and personal profiles for the positions
  • To approach recruitment in a structured and professional way

Understanding

Finding and keeping good sales people is a challenge for most organisations. As mentioned in ‘The cost effectiveness of the sales function’ in Part four, the cost of a new recruit can be over £50K before they become productive, plus other potential hidden costs. This is a considerable investment for any organisation and you want to get it right more often than getting it wrong. The cost of getting it wrong rises frighteningly with further lost ...

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