Who is your next sales producer?


Gallup and Harvard Business Review assert that most hiring companies have a tendency to grossly underestimate the negative consequences of a bad sales hire. Some of the costs include, but are not limited to:

Direct Costs

Lost Revenue (lost and delayed business)

Extra training and management required

Costs of turnover (firing and replacement – from both time and direct hiring costs)

Long-term impact on market share and brand: lost customers and brand loyalty

Impact on morale, leading to lower overall performance of other team members and higher turnover

Ultimately the loss of your best salespeople

Interviewing tip: Ask your sales candidate to describe their first selling experience! Watch whether their eyes sparkle; how animated the become; how engrossed they get into their story or the inner groan that makes them slump a bit. Please let me know what you experience with this question!


Published by

Connie Kadansky

Connie Kadansky offers speaking, training, coaching and performance improvement services specifically addressing Sales Call Reluctance. She has a proven track record with diverse businesses, from entrepreneurs to Fortune 50 companies, nationally and internationally. She is a licensee of Behavioral Sciences Research Press (BSRP), the world leader in research and training in Sales Call Reluctance. Connie has facilitated more than 260 full-day programs and worked with hundreds of salespeople from diverse industries.