For most companies, hiring the right salespeople has always been problematic. With the shortage of quality sales candidates, it’s now more difficult than ever. The pressure to fill a role often causes sales management to hire the best from a limited and deficient pool of candidates instead of hiring the right candidate for the role. The difference is huge, especially if you have a complex sale, a long sales cycle, a high-priced product or service, or a lot of competition. If you rush to hire someone and get it wrong, three things usually happen. The first and most obvious is that you will inevitably have to begin the hiring process all over again in several months. Second is the lost opportunities from having a weak salesperson and for periods of time, no salesperson. Finally, there is lost revenue from customers who are stolen away, creating negative territory momentum, where the pendulum swings to favor the competition in
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