--- title: Why your sales hire Is struggling—and how to fix it description: A practical guide for founders to fix broken sales hiring & onboarding by turning their vision into a clear, repeatable playbook new hires can actually use image: https://www.unboundgrowth.com/hubfs/Canva%20images/Why%20your%20sales%20hire%20Is%20struggling%E2%80%94and%20how%20to%20fix%20it.png --- Login [![Book Launch Updates](https://no-cache.hubspot.com/cta/default/55042/85a3e082-0e3c-4551-a6bb-b3d7cdbfc8ad.png)](https://cta-redirect.hubspot.com/cta/redirect/55042/85a3e082-0e3c-4551-a6bb-b3d7cdbfc8ad) [![Unbound-Growth -01-1](https://www.unboundgrowth.com/hs-fs/hubfs/BBS/Images/Unbound-Growth%20-01-1.png?width=238&name=Unbound-Growth%20-01-1.png "Unbound-Growth -01-1")](https://www-unboundgrowth-com.sandbox.hs-sites.com/) [![Unbound-Growth-white-1](https://www.unboundgrowth.com/hs-fs/hubfs/BBS/Images/Unbound-Growth-white-1.png?width=151&name=Unbound-Growth-white-1.png "Unbound-Growth-white-1")](https://www-unboundgrowth-com.sandbox.hs-sites.com/) - [About](https://www.unboundgrowth.com/en-us/about-unbound-growth) - [#NOTABOUTME](https://www.unboundgrowth.com/notaboutme) - [Privacy Policy](https://www.unboundgrowth.com/privacy-policy) - [Services](https://www.unboundgrowth.com/services) - [For Entrepreneurs](https://www.unboundgrowth.com/sales-coaching-training-for-entrepreneurs-business-owners) - [For Sales Professionals](https://www.unboundgrowth.com/virtual-sales-training-coaching-sales-professionals) - [For Sales Teams](https://www.unboundgrowth.com/virtual-sales-training-coaching-sales-teams) - [Event Speaking](https://www.unboundgrowth.com/event-speaking) - [Process](https://www.unboundgrowth.com/roadmaps) - [Results](https://www.unboundgrowth.com/sales-coaching-results-testimonials) - [Resources](https://www.unboundgrowth.com/resources) - [For Executives](https://www.unboundgrowth.com/sales-performance-calculators-for-executives) - [Podcasts](https://www.unboundgrowth.com/en-us/podcast-recordings) - [The Unbound Library](https://www.unboundgrowth.com/the-unbound-growth-library) - Events - [Upcoming Events](https://www.unboundgrowth.com/upcoming-events) - [On-Demand Events](https://www.unboundgrowth.com/on-demand-events) - [Blog](https://www.unboundgrowth.com/blog) - [Contact](https://www.unboundgrowth.com/contact) ![Blog Cover Image 1](https://www.unboundgrowth.com/hubfs/Blog%20Cover%20Image%201.png "Blog Cover Image 1") # Unbound Growth Blog # Why your sales hire Is struggling—and how to fix it Posted by [Carole Mahoney](https://www.unboundgrowth.com/blog/author/carole-mahoney) on 6/24/25 7:45 AM - [Tweet](https://twitter.com/share) When one of my clients hired their first salesperson, everything looked great on paper. ✅Solid track record ✅Strong communication skills ✅Confident in the interview They were excited—relieved, even. After months of founder-led sales, it felt like they finally had someone to take things off their plate. #### A few weeks later, the panic started. The new hire was floundering. Not closing deals. Not getting meetings. Not sounding like the confident seller they’d expected. The founder started wondering: Did I hire the wrong person? But the real issue wasn’t the hire. It was the lack of a playbook. --- ### Struggling to Hire the Right Salespeople?  ![Stop making these costly sales hiring mistakes AD design](https://www.unboundgrowth.com/hs-fs/hubfs/Canva%20images/Stop%20making%20these%20costly%20sales%20hiring%20mistakes%20AD%20design.png?width=271&height=271&name=Stop%20making%20these%20costly%20sales%20hiring%20mistakes%20AD%20design.png)Stop wasting time on the wrong hires. With the Done-With-You (DWY) Sales Hiring Program, you’ll attract, hire, and onboard top sales talent—faster and with less risk. - 91% success rate - Reduce hiring time by 75% - Proven, data-driven process READY TO BUILD A HIGH-PERFORMING SALES TEAM? LEARN MORE ABOUT THE DWY SALES HIRING PROGRAM TODAY! [![More Info](https://no-cache.hubspot.com/cta/default/55042/2a449dbf-2134-407b-950f-219df1e6823d.png)](https://cta-redirect.hubspot.com/cta/redirect/55042/2a449dbf-2134-407b-950f-219df1e6823d) --- #### The Founder’s Blind Spot This happens all the time—especially in early-stage companies and small businesses. The founder has been selling successfully because: - They built the product or service - They know the buyer inside and out - They’ve lived every version of the pitch - They *are* the story So they assume that someone else can just jump in and replicate that, no matter how talented. But that’s not how it works. New hires aren’t you. They didn’t build what you built. They haven’t had hundreds of conversations with buyers. They don’t know which objection requires a story, a stat, or a strategic pause. That’s when I told my client: *You can’t expect someone to sell your vision if you don’t give them your playbook.”* Document it. Break it down. Share it. --- #### Want to see what buyer-first onboarding really looks like? Watch this month’s video breakdown: --- #### What We Did Differently We returned to square one—and built onboarding from a buyer-first lens. Instead of starting with product features, we started with the buyer’s world: What problems are they facing right now? What language do they use to describe those problems? What outcomes matter to them? From there, we layered in: ✔️ Real call recordings (wins and losses) ✔️ Sample emails and responses ✔️ A 30-day milestone plan ✔️ Clear definitions of what “good” looks like And it worked. The rep turned things around quickly. Because they finally had context. Direction. And confidence. --- #### You Don’t Need a 90-Day Manual. Here’s the good news: building a playbook doesn’t have to be overwhelming. It just has to be intentional. If you’re onboarding salespeople (or thinking about it), start here: 1. Start with your buyer. Define their problem in their words before you ever pitch your product. 2. Build in micro-chunks. Don’t overwhelm new hires. Sequence the learning in layers—problem, solution, then differentiation. 3. Share real-world examples. Let them hear what buyers sound like. Let them feel what a successful conversation flows like. 4. Personalize based on skill gaps. Use [assessments](https://info.objectivemanagement.com/page/Whitepaper-Salesperson-Selection.aspx?DistNum=426)or coaching to guide where each person needs support. If your sales onboarding plan is: “Shadow me for a bit and figure it out”— You don’t have a plan. You have a revolving door. And that revolving door is costing you: 💸 Time 💸 Talent 💸 Trust (with your buyers and your team) Give your [hires](https://www.unboundgrowth.com/blog/stop-making-these-costly-sales-hiring-mistakes) the tools they need to succeed. Because talent doesn’t fail—systems do. --- #### ![Session Catalog - Carole Mahoney](https://www.unboundgrowth.com/hs-fs/hubfs/Session%20Catalog%20-%20Carole%20Mahoney.png?width=300&height=375&name=Session%20Catalog%20-%20Carole%20Mahoney.png)If you are a founder who wants to find and convert more paying customers **—and build a business that lasts—join me at **INBOUND25. I’ll be leading *Founder Led Sales: Best Practices to Find and Convert Paying Customers*, where I’ll share the exact methods I use to help founders master the sales skills they need most. **Register now** — your future customers are waiting. [![Register Today](https://no-cache.hubspot.com/cta/default/55042/24bf2fb5-5b34-4282-86e8-49813579b0fe.png)](https://cta-redirect.hubspot.com/cta/redirect/55042/24bf2fb5-5b34-4282-86e8-49813579b0fe) Topics: [sales hiring](https://www.unboundgrowth.com/blog/topic/sales-hiring), [#buyerfirst](https://www.unboundgrowth.com/blog/topic/buyerfirst) ### Subscribe To This Blog #### **Subscribe To Our Newsletter** Subscribe to our monthly newsletter to get a summary of our recent blog posts, upcoming events & more! 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