You can pick up and read just about any sales book in the world to learn all of the greatest tips and tricks about generating great leads, filling your pipeline, increasing your closing ratio, or developing a great sales process. However, rarely do we hear much talked about when it comes to the absolute most important piece of the sales puzzle — the people you hire.
Without a world class team of salespeople driving that brilliant sales process you created, you just can’t and won’t win. But, beware of one of the biggest mistakes that I see in today’s sales teams — an over-association of talent and previous experience. I hear it all the time — “The best sales people are the ones with proven track records of performing at companies before they joined us.”Read More