You Hired the Right Salespeople. Now What?

Talent issues are commonly associated with hiring. “I can’t find anyone who meets our requirements.” “I can’t afford the talent I need in this market.” In reality, the most common missteps occur before hiring and continue well beyond it. In this blog, we focus on post-hiring. In our 2018 Sales Talent Study, we noted that attrition was roughly 16%, slightly lower than it was a few years ago. However it’s worth noting that 10% was voluntary attrition and 6% was involuntary. That leads to the real crux of the issue. Were the 10% the ones you wanted to leave? If so, then how long did their territories underperform, waiting for you to exit them? If not, then why didn’t it work out? Many organizations have significant opportunities to keep seller exits from happening, or, depending on the situation, make them happen more quickly.
Assuming that a sales organization is hiring appropriately,