Have you ever sat down and calculated what it actually costs when a sales hire doesn't work out?
A lot of sales leaders are scrambling to hire right now, and sadly that means that many might be settling for Mr or Ms Right Now, not objectively looking for the right hire.
The amount of time, money, potential lost revenue, and morale downer when a new hire doesn't work out is a scary number. (If you are brave, click here to calculate your number.) In many cases it's more than twice their base salary!
If about half of sales people make quota, I have to wonder, wouldn't you be better off putting your money on the blackjack table in Vegas? I mean, at least you'd be getting some free drinks from it.
Why is this happening? And what can you do to increase your odds?