Last week I attended an exhibition at Olympia and what struck me was how
the mood is swinging towards the positive. People were seeing green
shoots around their business and this is the first time I’ve heard this
glass half full talk for over 2 years now.
Part of the conversations were about how quickly they could get going
and how they could get the march on their competitors by growing quickly
and gaining market share. This played back to some counter intuitive
facts coming out of our main partners in Boston who have been mining
their database of around 1/2 million salespeople. You can read more here, then see if you agree with how
we interpret the conclusions in the current climate.
If you want a fast ramp up then hire A performers now. They will be
around, they may have had difficulty getting a job because their CV
shows so many moves. Intuition says don’t trust a salesperson who moves a
lot. The data says the opposite.
Once you have the A performers who will get the numbers up for you,
quickly, then have a pipeline of B performers who you can have ready in
the wings, building up their business for you and plan on their being
around for 5 years.
You need to have a pipeline of sales candidates to cover the 2 year and 5
year point and you must replace a failed C performer with an A in order
to rejuvenate a run down territory.
Oh and there is only one 95% accurate method to determine in advance if it is an A performer you are going to hire. Click
http://snipurl.com/v00ch now for a salesforce health check
