Hiring salespeople and sales managers is no easy task. The roles are difficult to interview as the candidates are crafted in conversing the right messages you want to hear, and some unknowingly express higher competencies in specific areas due to their limited training. The misalignment of capability and implementation undermining their performance delivery.
Companies, more often than not, make the decision on their network influence, likeability (gut feel), industry experience, and customer relationships – it all sounds good at the time of hiring. A poor sales hire can be a very costly decision to your profitability, brand reputation, team culture, customers, and employee respect within your company.
According to our research on hiring trends in 2018, 65% of new sales managers fail in the first 12 months of hire. 72% of salespeople fail to deliver sales goals in the first 24 months.
To avoid these concerning outcomes, companies rely on Sales Focus Advisory’s outsourced interviewing and assessment service providing a robust and objective assessment of candidates you are considering hiring through your own internal efforts. Our independent assessment identifies how the person will perform in your company and contribute to your growth goals.
You have access to the unprecedented experience of our CEO, Adele Crane, interviewing sales, and sales management personnel and identifying high performers that fit your business. Adele has written three books, headed the behavioural research of sales management and salespeople for the past 30 years. She has worked with more than 10,000 salespeople and their management.