According to a recent survey by recruitment firm Manpower Inc., 41 percent of U.S. employers are struggling to find qualified job candidates because of a lack of available talent. Sales representatives topped the list of hardest-to-fill jobs for the second straight year as companies depend on experienced sales staff to drive future growth. Sales Management/Executives finished at number 5 on the list of the 10 hardest-to-fill jobs, based on lack of talent, as reported by U.S. employers to Manpower.
Some consulting firms have estimated that a sales misfire (a salesperson that is hired, sells nothing and is terminated within a year) can cost the company from $200k to well over $800k, including salary, benefits and lost opportunity.
If not trained otherwise, we tend to hire salespeople who (1) are like us, (2) who sell us effectively in the interview, (3) who have a track record or (4) are recommended by people that we know. None of these have proven to be consistently effective, especially the third, since business conditions are constantly changing and the past does not equal the future.
Often sales people are good enough to sell to prospective employers and get hired, but they are not good enough to get the job done. We uncover this gap and recommend appropriate courses of action based upon each unique candidate.
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Sales Surge provides, installs and assists in implementing a process for hiring sales and sales management candidates that has enabled our clients to be much more certain of the long- term outcome. Our clients want salespeople who can consistently deliver revenues, no matter what business conditions exist, quarter after quarter.
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